Strategic Alliances Director – AWS, GCP

This is a fully remote position, open to applicants in Washington.

📋 Description

• Oversee Cyera's strategic cloud partnerships with AWS and GCP by managing the global alliance strategy.

• Work collaboratively across departments to enhance the pipeline by discovering new routes-to-market.

• Coordinate unique integrations to attract or influence new customer engagements.

• Accelerate go-to-market strategies and improve executive alignment.

• Comprehend partner business goals, go-to-market strategies, and channel approaches.

• Develop and implement alliance strategies and sales initiatives aimed at new sales and customer interactions.

• Identify key decision-makers and influencers within partner organizations.

• Recognize significant mutual opportunities and drive execution across sales, marketing, and product teams.

• Establish and nurture senior, mid, and line-level partner relationships.

• Create sales strategies in collaboration with Product and Solution Architecture teams.

• Prioritize integration and solution initiatives.

• Collaborate with Product Marketing on messaging and promotional materials.

• Partner with Marketing and Alliance Sales for co-marketing efforts, demand generation, and co-selling activities.

• Define and oversee cross-functional alliance plans encompassing co-build, co-market, and co-sell initiatives.

• Monitor alliance performance, assess key metrics, and identify areas for optimization.

• Lead negotiations of alliance agreements to secure advantageous terms and conditions for Cyera.

• Translate activities into quantifiable business results.

• Manage Cyera resources and represent customer and partner perspectives in cross-functional discussions.

⛳️ Requirements

• Bachelor's Degree in Computer Science or a related field is required.

• If the undergraduate degree is non-technical, an MBA is mandatory.

• An MBA is highly preferred.

• A minimum of 8 years of proven experience in strategic business development, technology alliances, product management/marketing, technical/solution marketing, or technical sales enablement within a Software and/or SaaS technology company.

• A combination of start-up and public company experience is preferred.

• At least 5 years of experience managing cloud alliances.

• Proven impact on joint go-to-market execution at scale through sell-with models.

• Experience in unlocking additional routes-to-market beyond marketplace co-selling is highly advantageous.

• Strong technical knowledge in the Cybersecurity or Data sectors.

• Experience with AWS and/or strategizing unique integrations for Cloud/Data/AI security is a significant plus.

• Data-driven with robust analytical abilities to evaluate KPIs.

• Capability to forecast alliance revenue from co-sell motions.

• Proficient in Salesforce.com.

• Ability to work autonomously, set priorities, and exercise sound judgment.

• Intelligent, analytical, creative, motivated, and capable of thriving in a fast-paced environment.

• Proven track record of driving cross-functional alignment and influencing without authority both internally and with partner stakeholders.

• Excellent writing and presentation skills.

• Ability to communicate and sway executive and technical audiences.

• Skill in distilling complex concepts into clear, customer-focused narratives.

🏝️ Benefits

• Opportunity to work remotely.

• Reimbursement for office setup costs.

• Unlimited paid time off (PTO).

• Paid holidays and sick leave.

• Health, vision, and dental insurance.

• Life insurance coverage.

• Short-term disability insurance.

• Long-term disability insurance.

• Potential for merit increases based on individual or company performance, tenure in role, and other discretionary factors.