Global Alliance Director

Overview

In this senior, individual-contributor role, you drive joint pipeline with AWS and CrowdStrike across EMEA, blending partner management with proactive business development. You will forge and expand alliance relationships, enable cross-functional sales, and build cloud marketplace activity from the ground up. The role centers on achieving commercial outcomes through partnerships and joint customer activities. This is a high-impact, growth-focused position at a fast-moving cloud security company with a strategic emphasis on AWS and CrowdStrike.

Responsibilities

• Drive joint pipeline generation with AWS and CrowdStrike across EMEA, combining partner account management with proactive business development
• Build relationships with alliance teams and Cato’s regional sales organization to convert relationships into joint opportunities
• Develop cloud marketplace activities to accelerate growth and win rates across Cato’s global sales organization
• Formalize and expand technological alliances and partnerships with peer security vendors
• Assist sales teams in leveraging AWS Marketplace to transact and understanding marketplace deal mechanics
• Plan and execute joint partner and customer activities (roundtables, events, enablement sessions) with pipeline generation as the objective
• Own revenue targets and activity-based objectives for partnerships, including areas with complex revenue attribution
• Collaborate with product alliances, product marketing, field marketing and regional sales using existing content and playbooks to deliver joint activities

Key requirements

• Experience in alliances with track record of generating pipeline and driving commercial outcomes through partners
• Practical experience with cloud marketplace transactions; ability to explain value and process to sales teams; AWS Marketplace preferred; Azure Marketplace experience welcome
• Proactive business development approach: opportunity finding, mobilizing partners and sales teams, and being accountable for targets
• Ability to build productive relationships across partner organizations and internal commercial teams
• Availability for regular travel across EMEA (around 50%), with higher travel early on

• collaboration
• business development mindset
• relationship-building
• AWS Marketplace
• Azure Marketplace
• cloud marketplace transactions

…