Global Alliances Lead – GRC, Cybersecurity & Risk

Location: Remote (Global)

Work Mode: Remote (Aligned to US EST Time Zone)

Employment Type: Full-Time | Permanent

Experience Required: 8 to 12 Years

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 3–5 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 A–appropriate global alliance framework, including:

• Partner segmentation and tiering
• Engagement and governance rules
• Global vs regional ownership models
• Build 12–24 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: 2–3 Rounds