CSP GTM Partner Lead - North America (Remote)

Position Overview

We're looking for a highly motivated, Cloud Service Provider (CSP) expert to lead the rollout and revenue acceleration of a high-velocity Go-to-Market (GTM) play in the Commercial, Startup, and Mid-Market segments. This is a field-facing, CSP-aligned partner role with a heavy emphasis on AWS and GCP. You will be the primary liaison with sellers and solution architects at our key cloud partners, co-developing pipeline, driving co-sell opportunities, and executing partner activities that directly lead to customer wins.

Your mission is to make our solution the default Data & AI security offering that partners recommend and attach to their customer engagements. You will be measured on your ability to influence and source new business, accelerate the deal cycle, and drive partner-generated revenue. The right candidate for this role is a proactive and strategic thinker who can balance core business development with a variety of partner-focused initiatives.

Core Responsibilities

• Partner Co-Sell & Field Execution: Act as the primary partner-facing lead for this high-velocity play in North America. You'll work directly with partner sales teams, including AWS Area Directors, Account Owners, and Specialist Teams (Bedrock, Q Business) and their counterparts at other CSPs, to drive opportunities from identification to close.

• Marketplace & Partner-Led Growth: Drive a partner-first engagement motion, ensuring transactions flow through the AWS Marketplace and other relevant CSP marketplaces. You will coordinate with our internal Partner Operations team to streamline marketplace offers, enabling partner sellers on self-service trial flows and demo assets.

• GTM & Enablement: Equip our cloud partners with the knowledge and tools they need to succeed. You will train partner sellers on our value proposition and arm them with battlecards and sales enablement materials. You'll also align our GTM strategy with key campaigns and adoption sprints at our top cloud partners, especially AWS and GCP.

• Execution Excellence: Operate as a velocity overlay, focused on accelerating short-cycle, high-volume wins. You will manage a predictable sales motion—from a partner-introduced lead to a closed deal—and track key metrics like POC-to-production conversion rates to identify upsell opportunities.

Required Skills & Experience

• 3+ years in a sales or alliances role aligned with a major CSP, preferably with experience as a co-sell seller at a SaaS-native partner or a CSP itself.

• Proven track record of driving partner-sourced revenue and executing marketplace motions, with a strong emphasis on AWS and GCP.

• Strong understanding of AWS’s Generative AI GTM (Bedrock, Q Business) and co-sell mechanics.

• Ability to operate in high-velocity, short-cycle environments focused on Commercial, Startup, and Mid-Market segments.

• Excellent communication skills with the ability to simplify technical concepts and present a compelling value proposition to partner sellers and customers.

• Skilled at navigating a CSP's organizational structure and securing material partner engagement on deals.

Preferred Qualifications

• Prior employment at AWS or GCP, or a deep field network within these organizations.

• Experience selling security or AI governance solutions.

• Familiarity with AWS Marketplace operations, EDP drawdown, and CPPO models.

• AWS or GCP technical accreditation or certification.

What Success Looks Like in 12 Months

• Our solution is the go-to GenAI Security offering for the CSP field, and a key recommendation at other top cloud partners.

• Partners are consistently initiating a majority of the opportunities for this play.

• Marketplace transactions flow seamlessly, with minimal friction for both partners and customers.

• You consistently attain or overachieve partner-sourced revenue targets.