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Global Alliances Director
Cloud SI & OEM Partnerships
Confirmed live in the last 24 hours
Locations
United States
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
AWS
Development Operations (DevOps)
Management
Marketing
Sales
Requirements
  • Detailed understanding of cloud infrastructure, DevOps, cloud security threat landscape, and modern application development. Ability to apply this knowledge to develop effective solutions or offerings with partners
  • Ability to communicate and develop deep relationships with a range of personas from entry-level to the c-suite
  • Ability to single-handedly navigate technical and business-oriented discussions seamlessly
  • A proven track record of recruiting, onboarding, and growing Born-in-the-Cloud, Cloud-first and Regional Systems Integrators required; Experience with AWS Consulting partners required. Experience with Management Consulting SIs (the big 5) and/or FSIs and GSIs, a plus
  • Proven track record of collaboratively building programs from the ground up in a highly dynamic environment by using creative strategies to achieve moving business objectives
  • Proven track record of building hyper scale SI partnerships for startup SaaS companies that drive profitable revenue streams for both companies
  • Ability and passion for developing, establishing and closing strategic partnerships/accounts and working closely with sales teams in competitive environments
  • Ability to uncover opportunities to deepen our partnerships and drive referrals, co-sells, and the ability to build products/offerings alongside our partners
  • You are calm under pressure. You love when the bar is set high and look forward to going above and beyond. You are not easily rattled
  • You can work in a fast-paced environment. You're able to keep up with a highly motivated team and a market that is growing extremely fast
  • You are extremely organized. You are able to juggle lots of things at once while not letting anything drop
  • You are enthusiastic. Exhibit passion and excitement over work. Have a can-do attitude
  • 10+ years of industry experience working within partnership/alliances, sales, marketing, business development
  • 5+ years of proven direct channel sales/management experience and success within the SaaS and/or Cloud space
  • Working knowledge of cloud environments required; experience with cloud security technologies preferred
  • Experience working with cloud-native, born-in-the-cloud and cloud-first SIs, required
  • Collaborate with existing and newly recruited partners to develop partnerships that add value to our customers, generate incremental customer opportunities and assist in current sales pursuits
  • Understands how to develop repeatable offerings with SI partners to provide repeatable outcomes for customers, and incremental value for the Lacework sales and services teams
  • Experience structuring “embedded offerings” (MSP, OEM) and agreements a huge plus
  • Ability to design and present business plans, track and articulate progress for targeted partners, and the partner ecosystem, against identified metrics
  • Exceptional verbal and written communication skills
  • Proven track record of success, demonstrated ability to thrive in a fast-paced environment
  • Team player with the ability to work independently
Responsibilities
  • You will be responsible for creating and incubating a go-to-market strategy focused on building key relationships with existing SIs, recruiting and developing additional targeted SIs and helping to craft joint offerings and GTM synergies to develop new opportunities and incremental pipeline
  • You will closely align the Lacework Sales, Product, Marketing, and regional Partner teams with those SI Partners by driving top of funnel co-marketing and coordinating the Lacework field sales teams to drive revenue alongside those partners
Lacework

501-1,000 employees

Security platform for the cloud
Company Overview
Lacework's mission is to become the security platform for the cloud. The company focuses on building modern, robust security infrastructure at scale.
Benefits
  • Competitive medical, dental, and vision plans
  • Employer contribution to health savings account (HSA)
  • Flexible vacation time
  • Parental leave for birthing and non-birthing parents
  • 401(k) for eligible employees & competitive global retirement plans
  • Life insurance for eligible employees
  • Flexible health and mental wellness stipend
  • Home internet & cell phone stipend
  • Commuter benefits
Company Values
  • Put the Customer First
  • Take Pride in Leaving a Legacy
  • Be Open
  • Be Bold, Fail Fast, and Learn
  • Get $hit Done
  • Win As A Team