Description
Location: Remote (US)
About frame Security:
Frame is on a mission to build the future of Human Security in the AI era. With significant funding, a seasoned cybersecurity team building the right product, and a huge market opportunity, we are just getting started.
Our AI engine develops security awareness training and attack simulations that empower every employee to make smarter security decisions and eliminate human risk. Frame is trusted by leading global organizations on their journey to prevent AI-driven, human-centric attacks across email, voice, video, and beyond. We believe that security starts with humans as the strongest line of defense.
Job Summary: Frame Security is looking for a Cloud Alliances Manager to build and scale our strategic relationships with AWS, Microsoft, and Google Cloud.
This is a hands-on role for someone who knows how to turn cloud partnerships into revenue. You’ll own our relationships across the major cloud providers, drive marketplace strategy and execution, build relationships with cloud sellers and partner teams, and create joint go-to-market motions that generate pipeline and accelerate deals.
Because Frame is partner-first, you’ll also play a critical role in connecting our cloud strategy with our reseller and MSP ecosystem, including marketplace transactions involving channel partners.
Requirements
Required Skills & Experience:
- Cloud Alliance Strategy: Own and execute Frame’s partnership strategy across AWS, Microsoft, and Google Cloud.
- Cloud Marketplaces: Drive our AWS, Azure, and Google Cloud Marketplace strategy, including listings, private offers, channel partner transactions, marketplace programs, and operational readiness.
- Co-Sell: Build relationships with cloud field sellers, partner teams, and marketplace teams to identify and pursue joint opportunities.
- Pipeline Generation: Develop cloud-sourced and cloud-influenced pipeline through account mapping, co-selling, campaigns, events, and seller engagement.
- Partner + Cloud Motions: Build motions that allow Frame’s reseller and MSP partners to leverage cloud marketplaces and cloud relationships to close business.
- Joint GTM: Create and execute joint campaigns, seller enablement, events, workshops, and other programs with our cloud partners.
- Deal Acceleration: Help Frame sellers and partners navigate cloud procurement, committed cloud spend, private offers, and marketplace transactions to remove friction and accelerate deals.
- Programs & Incentives: Identify and maximize relevant cloud partner programs, incentives, funding, credits, and co-marketing opportunities.
- Internal Enablement: Make it easy for our sales and partner teams to understand when and how to bring AWS, Microsoft, or Google Cloud into an opportunity.
- Performance: Establish KPIs and report on cloud-sourced pipeline, influenced pipeline, marketplace transactions, co-sell activity, and partner engagement.
Success Metrics:
- Cloud-sourced and cloud-influenced pipeline
- Cloud sellers bringing Frame into opportunities
- Frame sellers and partners understanding of transacting through the cloud marketplaces
Required Skills & Experience:
- 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.
Benefits:
- Medical, dental and vision insurance.
- Monthly connectivity reimbursement.
- Unlimited paid time off.
- 401(K) Retirement Savings Plan.
Why frame:
- High Impact: Build and own processes from start to finish that directly impact our product and customers, affecting millions of people.
- Early-Stage Advantage: Join at the ground floor of a category-defining company. The decisions you make today will shape how the world thinks about Human Security tomorrow.
- Built to Win: Frame is backed by world-class investors, operating in a market undergoing a fundamental shift, and has the right team and product.
- Competitive Salary and Meaningful Equity: Our success is your success. Everyone has a meaningful stake in the company.
5+ years in cloud alliances, technology partnerships, channel, or business development in B2B SaaS or cybersecurity; hands-on experience with AWS, Microsoft Azure, and/or Google Cloud partner ecosystems; strong understanding of cloud marketplaces, co-sell motions, and cloud procurement.
Key Responsibilities
- building cloud partnerships
- driving marketplace strategy
- generating pipeline
Skills & Tools
AWS, Microsoft Azure, Google Cloud
Job Details
- Category: Business Development
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States
- Languages: English
Benefits
- Generous paid time off
- Retirement plan
About Frame Security
A cybersecurity company building AI-driven security awareness training and attack simulations to eliminate human risk. — Industry: Information Technology