Head of Cloud Alliances

About Sweet Security Sweet Security is one of the fastest-growing companies in cloud and AI security, backed by top-tier investors and trusted by leading global enterprises. This is a chance to join at a pivotal moment—where strong product-market fit, real customer momentum, and a bold vision for the AI era are already in motion. The team combines deep technical expertise with a culture of ownership, speed, and high standards, giving you the opportunity to make a real impact, shape the category, and grow alongside a company that’s quickly becoming a defining player in modern security. With $120M in funding, Sweet Security is building the next generation of runtime cloud and AI security. We Are: At Sweet Security, we believe cloud security should be simpler, smarter and a whole lot sweeter. Born from the frustration with fragmented tools and delayed responses, our vision is to redefine cloud security by harnessing the power of runtime. We bring deep, real time context to help security teams move from noise to signal, from blind spots to clarity. Sweet Security is the 3rd generation of cloud security, built on runtime signals and real time protection. We cover the full lifecycle of cloud security: from visibility and misconfiguration detection, through vulnerability management, API security, data security, identity, and all the way to detection and response. Backed by $120M in funding from Evolution, Glilot, Zscaler, Key1 Capital, and CyberArk, we're trusted by Fortune 1000 organizations worldwide - across finance, healthcare, retail, and tech - to protect the heart of their cloud environments. Sweet is on a mission to make cloud security feel less chaotic and more controllable , without trade offs. We call it Sweet for a reason. You Are: The alliance architect and revenue multiplier. You know that a hyper scaler partnership is only as strong as the relationship behind it. You have the rare combination of technical credibility, executive presence, and commercial drive. You'll own the strategy and execution of our hyper scaler partnerships, build relationships that open doors, and work side by side with Sales, Marketing, and Product to make sure Sweet Security doesn't just have cloud partnerships - but partnerships that multiply our reach and accelerate our growth. Ownership & Responsibilities: Own the Cloud Alliance Strategy Define and execute a multi year alliance strategy for AWS, Microsoft, and Google Cloud partnerships aligned to Sweet Security's product roadmap and go to market priorities. Secure and maintain Sweet's status as an AWS Advanced Tier Partner, Microsoft Solutions Partner, and Google Cloud Partner, driving competency attainments and annual program compliance. Build executive-level relationships across partner organizations - including Partner Development Managers, Partner Success Managers, and field sellers - to create sustained engagement and deal flow. Drive Co-Sell Revenue & Pipeline Own partner influenced revenue targets across AWS, Microsoft, and Google Cloud channels, with clear KPIs tied to pipeline generation and closed-won outcomes. Lead co-sell motions end-to-end: opportunity registration in AWS ISV, Microsoft Partner Center, and Google Cloud Partner Advantage, joint deal reviews, and field alignment with hyperscaler sales teams. Partner with Sweet's AEs and BDRs to identify whitespace accounts, activate cloud marketplace listings, and accelerate deal velocity through partner funded programs. Lead Joint Go-to-Market Execution Develop and execute joint GTM plans aligned to AWS, Microsoft, and Google Cloud fiscal calendars, including solution plays for cloud-native security, runtime protection, and AI workload security. Coordinate joint demand generation and brand awareness activities - webinars, field events, Marketplace campaigns, ISV spotlights - with partner marketing and field teams. Drive listing and transactability on AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, including private offer strategy and co-sell readiness requirements. Unlock Funding and Incentives Identify, apply for, and manage Market Development Funds (MDF), co-op funding, and AWS/Microsoft/Google Cloud partner incentive programs to fuel pipeline and marketing activities. Build internal business cases to justify partner investment and communicate ROI to CRO and executive leadership. Track and report on partner program spend, outcomes, and utilization across finance and operations teams. Internal Enablement & Partner Advocacy Serve as the internal voice of the partnerships - communicating new AWS, Microsoft, and Google Cloud program benefits, incentive updates, and field intelligence to sales, marketing, and product teams. Build and deliver partner enablement sessions to equip AEs with hyper scaler- specific messaging, competitive positioning, and co-sell playbooks. Collaborate with the Product Marketing team to ensure Sweet's cloud security narrative is integrated into AWS, Microsoft, and Google Cloud joint solution plays. Requirements: Experience 5+ years of experience in alliance management, cloud partnerships, or technology business development - with at least 3 years directly managing AWS, Microsoft, or Google Cloud partnerships. Proven track record of driving co-sell revenue and managing joint GTM programs with hyperscaler partners at a B2B SaaS or cybersecurity company. Demonstrated success achieving AWS, Microsoft, or Google Cloud partner program milestones (competencies, designations, Marketplace listing, co-sell status). Skills & Attributes Technical credibility to engage with partner solution architects and security-focused field teams Executive presence and relationship-building skills to navigate complex partner organizations Commercial drive with a proven ability to turn partnerships into revenue outcomes Data-driven mindset - you track what matters and optimize based on results Strategic thinker who's not afraid to roll up their sleeves in a fast-paced startup We're Looking for Someone Who: Lives and breathes this stuff. You're genuinely passionate about cloud partnerships and the security landscape. Thrives in the fast lane. Things move quickly here. You need to love it. Balances strategy with execution. You think big, but you also get things done. Has a nose for what works. You can tell when a partnership motion is gaining traction—and when it's stalled. Juggles like a pro. Multiple partners, shifting priorities, tight deadlines? No problem. Brings energy. You're curious, optimistic, and a joy to work with Why You'll Love It Here: Work With the Sharpest Minds in the Game: You'll be surrounded by passionate, smart, engaged people who genuinely care about what they're building. Our team is a blend of top-tier talent from across the cybersecurity world. The conversations here? They'll make you better. Make an Impact From Day One: This isn't a "shadow someone for six months" kind of role. You'll own the hyper scaler alliance strategy, shape how we partner and go to market, and see the direct results of your work. If you're someone who wants to make a real impact at one of the fastest-growing startups in cybersecurity, this is it. Move Fast, Win Often: We don't wait for permission. We test, we learn, we iterate, and we ship. If you love working at a place where execution is celebrated and results matter, you'll feel right at home. Never Run Out of Challenges: Boredom? Not a thing here. We're scaling fast, entering new markets, deepening our hyper scaler partnerships, and solving problems that didn't exist a year ago. You'll always have something meaty to sink your teeth into, and you'll always have room to grow Job Benefits Compensation Disclosure We offer a competitive compensation package that includes: A base salary range of $155,000-$175,000 depending on experience and location Meaningful equity so you can grow with us Compensation Disclosure We’re committed to fair, transparent compensation aligned with market standards and each candidate’s unique background and contributions. Why You’ll Love It Here Remote work model Health insurance and wellness benefits Opportunity to shape the future of channel strategy at a high-growth security startup Sweet Security is an equal opportunity employer and is proud to be part of a diverse, multicultural world. We are committed to fostering an inclusive workplace where every employee has equal opportunities to grow and succeed. We believe that diversity is a key driver of success, and we encourage curiosity, innovation, and the integration of diverse talents across our global teams. All candidates are considered based on their qualifications, experience, and professional fit. We are committed to providing equal opportunities regardless of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, veteran status, or any other characteristic protected by law. At Sweet Security, we see diversity and inclusion as core values, and we actively work to foster a respectful, equitable, and empowering environment for all our employees, customers, and partners.