Cloud Alliances Manager

Frame Security•New York, NY

7h•Remote

About The Position

Frame Security is looking for a Cloud Alliances Manager to build and scale our strategic relationships with AWS, Microsoft, and Google Cloud. This is a hands-on role for someone who knows how to turn cloud partnerships into revenue. You’ll own our relationships across the major cloud providers, drive marketplace strategy and execution, build relationships with cloud sellers and partner teams, and create joint go-to-market motions that generate pipeline and accelerate deals. Because Frame is partner-first, you’ll also play a critical role in connecting our cloud strategy with our reseller and MSP ecosystem, including marketplace transactions involving channel partners.

Requirements

5+ years of experience in cloud alliances, technology partnerships, channel, or business development within B2B SaaS or cybersecurity.
Hands-on experience working with AWS, Microsoft Azure, and/or Google Cloud partner ecosystems.
Strong understanding of cloud marketplaces, private offers, co-sell motions, and cloud procurement.
Proven ability to build relationships with cloud sellers and translate those relationships into pipeline and revenue.
Experience working with resellers, MSPs, distributors, or other channel partners is strongly preferred.
Comfortable operating in a fast-moving startup environment where strategy and execution go hand in hand.
Strong commercial instincts and ability to identify where partnerships can materially influence or accelerate a deal.
Excellent communication, relationship-building, and cross-functional skills.
Highly organized and comfortable owning multiple partner initiatives simultaneously.

Responsibilities

Own and execute Frame’s partnership strategy across AWS, Microsoft, and Google Cloud.
Drive our AWS, Azure, and Google Cloud Marketplace strategy, including listings, private offers, channel partner transactions, marketplace programs, and operational readiness.
Build relationships with cloud field sellers, partner teams, and marketplace teams to identify and pursue joint opportunities.
Develop cloud-sourced and cloud-influenced pipeline through account mapping, co-selling, campaigns, events, and seller engagement.
Build motions that allow Frame’s reseller and MSP partners to leverage cloud marketplaces and cloud relationships to close business.
Create and execute joint campaigns, seller enablement, events, workshops, and other programs with our cloud partners.
Help Frame sellers and partners navigate cloud procurement, committed cloud spend, private offers, and marketplace transactions to remove friction and accelerate deals.
Identify and maximize relevant cloud partner programs, incentives, funding, credits, and co-marketing opportunities.
Make it easy for our sales and partner teams to understand when and how to bring AWS, Microsoft, or Google Cloud into an opportunity.
Establish KPIs and report on cloud-sourced pipeline, influenced pipeline, marketplace transactions, co-sell activity, and partner engagement.