Global Lead of AWS & CSP Alliances

Global Lead of AWS & CSP Alliances - Lacework

At Lacework, we strive to provide a supportive, collaborative environment where people are empowered to do the best work of their careers.

Our team members enjoy solving complex problems, big sky thinking, and obsess over getting the details right. We love what we do and are proud of our work to secure clouds and container environments for thousands of users worldwide.

This position requires a strategic mindset, exceptional communication skills, an inclusive leadership style, and strong relationship building competencies to expand the Lacework - AWS partnership. Your responsibilities will include building strategies, setting goals & KPIs, driving sales and co-selling excellence, and maintaining high standards for performance measurement and management.

The Role:

Craft a partnership strategy that factors AWS goals for partners with Laceworks’ company goals.

Own the annual business plan and execution for a best in class AWS partner program.

Operate as a team of one across alliances, marketing, sales, operations and product teams. Foster collaboration, trust, and accountability for departmental and cross-functional teams to deliver:

Co-Build. Manage AWS competencies, partner integrations, launches and service designations.
Co-Market. Create and maintain relevant AWS program messaging. Participate in relevant thematics, events and other key initiatives.
Co-Sell. Drive enablement, alignment and demand generation internally and with AWS.

Manage a team of Regional Cloud Leads who support our co-sell efforts with cloud partners.

Select, develop, and evaluate personnel to ensure goals are met. Create an environment of trust by empowering team members to follow through and leverage their strengths.
Manage team to lead enablement sessions and execute sales plays, where you measure success and iterate for sales impact.

Establish short-term and long-term goals and performance metrics. Track business development, revenue and co-sell targets with AWS and Lacework sales/alliances organizations.

Communicate status regularly and own the quarterly business reviews/annual executive briefing.

Seek opportunities for the “power of 3” that combine Lacework, AWS & Channel/MSSP partners.

Work with revenue/partner operations to achieve common goals and process optimizations.

Qualifications:

10+ years of relevant sales, alliance and/or business development experience.

3+ years of experience partnering with cloud platform vendors, particularly AWS and/or Google.

Expertise and fluency with AWS and/or Google cloud marketplace and partner programs.

Experience in developing, managing, and executing GTM plans, both internally and in partnership with AWS & AWS partners.

Holds self and team accountable for high performance with documented history of consistent quota over-attainment.

Has a leadership style and executive presence that lends to getting the best results out of direct reports, teams, and C-Suite leaders.

Ability to work collaboratively with functional peers across multiple organizations functions. You thrive in fostering open discussion and teamwork.

World class time management and project/program management skills. You seek opportunities to streamline and automate processes.

Strong written and verbal communication/sales skills including experience writing effective strategy presentations & documentation.

Continually seeks learning and experience to better master your craft and hold the team accountable to do the same.

Deep understanding of technology trends and ability to drive positive change from a broad industry perspective via the latest technology solutions in Cloud, Digital, Big Data, Analytics, Core Software Engineering, Legacy Modernization, DevOps and more.

Base Salary Range: $180k - $210k USD

Actual compensation may vary based on factors such as geographic location, work experience, education/training and skill level.

Lacework is an Equal Opportunity Employer. It is the policy of Lacework to provide equal employment opportunity to all persons, regardless of age, race, religion, color, national origin, sex, political affiliations, marital status, non-disqualifying physical or mental disability, age, sexual orientation, membership, or non-membership in an employee organization, or on the basis of personal favoritism or other non-merit factors, except where otherwise provided by law

Last updated: 1 hours ago