Global Alliance Manager - Strategic Accounts

LockThreat

10d•Remote

About The Position

The Global Alliance Manager – Strategic Accounts is responsible for designing, launching, and scaling a small number of deep, high-impact global alliances with Tier-1 GSIs and Global Consulting Firms. This is a hands-on builder role, not a caretaker role. You will define what “good” looks like for global alliances at a Series A company—then operationalize it.

Requirements

8+ years in enterprise sales, alliances, or strategic partnerships
5+ years managing global or multi-region strategic accounts
Demonstrated success working with GSIs or global consulting firms
Strong understanding of services-led GTM motions
Background in GRC, cybersecurity, enterprise SaaS, or risk platforms
Comfortable building programs from scratch with minimal structure
Executive-level communication and negotiation skills
CRM fluency (Salesforce, HubSpot, Zoho)
Exceptional Business Acumen and problem-solving skills
Excellent writing skills and capability to build own GTM Assets
Ability to collaborate cross-functionally at every level in the organization
High Ownership Mindset and the ability to managed multiple initiatives at once
Excellent Presentation skills, capable of delivering level 1 & 2 solution demos
Flexibility to work alternative hours (Global Time Zone)
Ability and willingness to travel, up to 50% of time.

Nice To Haves

You’ve worked in an early-stage environment where you had to figure things out without a perfect playbook
You truly understand the cybersecurity or GRC buyer and related sales motion
You’re equally comfortable speaking with an Auditor or GRC Analyst, as you are selling to the CEO or Managing Director.
You can take complex environments and define conceptual solutions to deliver desired outcomes.

Responsibilities

Global Alliance Strategy & Program Design
Identify and prioritize 3–5 global strategic alliance targets based on:
ICP overlap
Services-led leverage
Global account reach
GRC practice maturity
Design a Series A–appropriate global alliance model, including:
Partner segmentation and tiers
Engagement rules
Global vs regional ownership model
Build 12–24 month joint business plans (JBPs) with clear assumptions, milestones, and success criteria.
Revenue & Pipeline Creation (Primary Accountability)
Drive partner-sourced and partner-influenced enterprise pipeline across global accounts.
Focus on fewer, higher-quality opportunities rather than broad activation.
Partner closely with LockThreat leadership on:
Overall Account strategy
Executive mapping
Deal Shaping and Delivery
Multi-country pursuit coordination& Enablement Optimzation
Enforce disciplined qualification using MEDDIC / MEDDPICCR to protect scarce Series A resources.
Executive Alignment & Relationship Management
Establish executive-level relationships with:
Global alliance leaders
GRC / risk / cyber service line leaders
Regional managing partners
Lead:
Executive briefings
Alliance steering committees
QBRs focused on outcomes, not activity
Position the company as a value-driven, outcome- oriented partner that enables scalable solutions and services that drive differentiation—not a niche tool.
Solution & Services Co-Creation
Align product capabilities to partner consulting and managed services offerings.
Support development of:
Partner-delivered GRC accelerators
Industry-specific compliance solutions
Repeatable implementation patterns
Ensure services-led motions reinforce product adoption, expansion, and stickiness.
Internal Operating Rhythm
Act as the internal voice of strategic alliances across Product, Sales, Marketing, and Customer Success.
Build lightweight but effective alliance operating processes:
Pipeline inspection
Forecast accuracy
Product & Engineering enhancements
Executive escalation paths
Maintain clean, auditable data in CRM.