Global Lead of AWS & CSP Alliances - Lacework

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.