Remote Cloud Alliances Lead - Co-Sell & Growth (Equity)

Frame Security; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental and vision insurance.

Monthly connectivity reimbursement.

Unlimited paid time off.

401(K) Retirement Savings Plan.

Job summary

Frame Security is seeking a Cloud Alliances Manager to build and scale strategic relationships with AWS, Microsoft, and Google Cloud. You will own cloud partnerships, drive marketplace strategy and execution, and create joint go-to-market motions that generate pipeline and accelerate deals.

You will connect our cloud strategy with reseller and MSP ecosystems, including marketplace transactions, channel partners, and co-sell initiatives.

Qualifications

• 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 marketplace strategy and execution, 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.

Skills

Cloud Alliance Strategy

Cloud Marketplaces

Co-Sell

Pipeline Generation

Partner + Cloud Motions

Joint GTM

Deal Acceleration

Programs & Incentives

Internal Enablement

Performance

Job description

Frame Security is seeking a Cloud Alliances Manager to build and scale strategic relationships with AWS, Microsoft, and Google Cloud. You will own cloud partnerships, drive marketplace strategy and execution, and create joint go-to-market motions that generate pipeline and accelerate deals.

You will connect our cloud strategy with reseller and MSP ecosystems, including marketplace transactions, channel partners, and co-sell initiatives.