[Hiring] Head of Cloud Alliances @Sweet Security

Role Description

You are the alliance architect and revenue multiplier. You know that a hyper scaler partnership is only as strong as the relationship behind it. You have the rare combination of technical credibility, executive presence, and commercial drive.

• Own the Cloud Alliance Strategy
• Define and execute a multi-year alliance strategy for AWS, Microsoft, and Google Cloud partnerships aligned to Sweet Security's product roadmap and go-to-market priorities.
• Secure and maintain Sweet's status as an AWS Advanced Tier Partner, Microsoft Solutions Partner, and Google Cloud Partner, driving competency attainments and annual program compliance.
• Build executive-level relationships across partner organizations - including Partner Development Managers, Partner Success Managers, and field sellers - to create sustained engagement and deal flow.

• Drive Co-Sell Revenue & Pipeline
• Own partner influenced revenue targets across AWS, Microsoft, and Google Cloud channels, with clear KPIs tied to pipeline generation and closed-won outcomes.
• Lead co-sell motions end-to-end: opportunity registration in AWS ISV, Microsoft Partner Center, and Google Cloud Partner Advantage, joint deal reviews, and field alignment with hyperscaler sales teams.
• Partner with Sweet's AEs and BDRs to identify whitespace accounts, activate cloud marketplace listings, and accelerate deal velocity through partner funded programs.

• Lead Joint Go-to-Market Execution
• Develop and execute joint GTM plans aligned to AWS, Microsoft, and Google Cloud fiscal calendars, including solution plays for cloud-native security, runtime protection, and AI workload security.
• Coordinate joint demand generation and brand awareness activities - webinars, field events, Marketplace campaigns, ISV spotlights - with partner marketing and field teams.
• Drive listing and transactability on AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, including private offer strategy and co-sell readiness requirements.

• Unlock Funding and Incentives
• Identify, apply for, and manage Market Development Funds (MDF), co-op funding, and AWS/Microsoft/Google Cloud partner incentive programs to fuel pipeline and marketing activities.
• Build internal business cases to justify partner investment and communicate ROI to CRO and executive leadership.
• Track and report on partner program spend, outcomes, and utilization across finance and operations teams.

• Internal Enablement & Partner Advocacy
• Serve as the internal voice of the partnerships - communicating new AWS, Microsoft, and Google Cloud program benefits, incentive updates, and field intelligence to sales, marketing, and product teams.
• Build and deliver partner enablement sessions to equip AEs with hyper scaler-specific messaging, competitive positioning, and co-sell playbooks.
• Collaborate with the Product Marketing team to ensure Sweet's cloud security narrative is integrated into AWS, Microsoft, and Google Cloud joint solution plays.

Qualifications

• 5+ years of experience in alliance management, cloud partnerships, or technology business development - with at least 3 years directly managing AWS, Microsoft, or Google Cloud partnerships.
• Proven track record of driving co-sell revenue and managing joint GTM programs with hyperscaler partners at a B2B SaaS or cybersecurity company.
• Demonstrated success achieving AWS, Microsoft, or Google Cloud partner program milestones (competencies, designations, Marketplace listing, co-sell status).

Requirements

• Technical credibility to engage with partner solution architects and security-focused field teams.
• Executive presence and relationship-building skills to navigate complex partner organizations.
• Commercial drive with a proven ability to turn partnerships into revenue outcomes.
• Data-driven mindset - you track what matters and optimize based on results.
• Strategic thinker who's not afraid to roll up their sleeves in a fast-paced startup.

Benefits

• A competitive compensation package that includes a base salary range of $155,000-$175,000 depending on experience and location.
• Meaningful equity so you can grow with us.
• Remote work model.
• Health insurance and wellness benefits.
• Opportunity to shape the future of channel strategy at a high-growth security startup.