Location: Remote (Global)
Work Mode: Remote (Aligned to US EST Time Zone)
Employment Type: Full-Time | Permanent
Travel Requirement: Up to 50% (Global)
Role Summary
The Global Alliance Manager Strategic Accounts is responsible for designing, launching, and scaling a select number of high-impact global alliances with Tier-1 GSIs and Global Consulting Firms.This is a builder role, not a maintenance role. The incumbent will define, operationalize, and scale what good looks like for global alliances in a Series A environment, driving measurable pipeline impact and long-term strategic value.
Key Responsibilities
Global Alliance Strategy & Program Design
- Identify and prioritize 35 strategic global alliance partners based on:
- ICP overlap
- Services-led leverage
- Global enterprise account reach
- Maturity of GRC / cyber / risk practices
Design and implement a Series Aappropriate global alliance framework, including:
- Partner segmentation and tiering
- Engagement and governance rules
- Global vs regional ownership models
- Build 1224 month Joint Business Plans (JBPs) with clear assumptions, milestones, and success metrics.
Revenue & Pipeline Creation (Primary Accountability)
- Drive partner-sourced and partner-influenced enterprise pipeline across global strategic accounts.
- Focus on fewer, high-quality opportunities over broad partner activation.
- Global account strategy
- Executive stakeholder mapping
- Deal shaping and pursuit strategy
- Multi-country opportunity coordination
- Enforce disciplined opportunity qualification using MEDDIC / MEDDPICC frameworks to protect Series A resources.
Executive Alignment & Relationship Management
- Establish and manage executive-level relationships with:
- Global alliance leaders
- GRC, cyber, risk, and audit service line heads
- Regional and global managing partners
- Executive briefings
- Alliance steering committees
- Outcome-focused QBRs
Solution & Services Co-Creation
- Support development of:
- Partner-led GRC accelerators
- Industry-specific compliance solutions
- Repeatable, scalable implementation frameworks
- Ensure services-led motions accelerate product adoption, expansion, and long-term customer retention.
Internal Operating Rhythm & Governance
- Act as the internal voice of strategic alliances across Product, Sales, Marketing, and Customer Success.
- Build lightweight yet effective alliance operating processes for:
- Pipeline inspection and forecasting
- Product feedback and engineering enhancements
- Executive escalation and resolution paths
- Maintain clean, auditable alliance and pipeline data within CRM systems.
- Proven experience delivering multi-country, multi-year enterprise programs
Mandatory Requirements
- 8+ years of experience in enterprise sales, alliances, or strategic partnerships
- 5+ years managing global or multi-region strategic accounts
- Proven success working with GSIs or global consulting firms
- Strong understanding of services-led GTM models
- Mandatory domain background in GRC, cybersecurity, enterprise SaaS, or risk platforms
- Experience building alliance programs from scratch in low-structure environments
Additional Skills
- Executive-level communication, negotiation, and relationship management
- CRM proficiency (Salesforce, HubSpot, Zoho)
- Strong business acumen and structured problem-solving ability
- Excellent written communication and GTM asset creation capability
- Cross-functional collaboration across all organizational levels
- High ownership mindset with the ability to manage multiple initiatives
- Strong presentation skills, including Level 1 & Level 2 solution demos
- Flexibility to work across global time zones (US EST focus)
Qualifications
- Any Graduate
- Additional Information
- Competitive compensation
- Comprehensive health, dental, and vision coverage
- Flexible PTO and paid holidays
- Professional development budget and growth opportunities
- Remote-friendly work environment
- Paid parental leave
- High autonomy to build, innovate, and create impact from day one
- Work Timing: Aligned to US Eastern Standard Time (EST)
- Interview Process: 23 Rounds
