Head of Strategic and Cloud Alliances, NYC - Apono

Apono’s Cloud Privileged Access Platform empowers organizations to run in the cloud with secure, Just-In-Time, and Just Enough access. Empowering businesses by bridging the operational-security gap in access management, simplifying their journey in the cloud.

Apono was founded two years ago by Rom Carmel (CEO) and Ofir Stein (CTO), with a combined experience of over 20 years in Cybersecurity and DevOps Infrastructure. Today, Apono’s platform supports dozens of customers across the US and globally, including Fortune500 companies, and was recently recognized in Gartner’s Magic Quadrant for Privileged Access Management.

We are seeking an experienced Head of Cloud and Strategic Alliances to drive partnerships with cloud and security providers. This role is part of the executive team, reporting directly to the CEO, and will manage key alliances that accelerate the adoption of Apono's technologies and services. The ideal candidate will have over 7 years of experience in strategic partnerships, with a strong emphasis on cloud solutions and cybersecurity. You will cultivate relationships, develop joint solutions and go-to-market (GTM) strategies, and collaborate with our sales, marketing, and product teams to ensure alignment with our business objectives.

Key Responsibilities

• Strategic Partner Development: Build and nurture relationships with key partners to drive mutual benefits and outcomes for customers, Apono, and partners.
• Co-Selling and Co-Marketing Initiatives: Take ownership of strategic programs with cloud providers, establishing clear, quantifiable targets for co-selling and co-marketing opportunities. Collaborate with regional sales leaders and cross-functional teams to drive business growth.
• Joint Solutions and Innovation: Develop and drive joint solutions and technology roadmaps with partners, collaborating with R&D to define and execute co-innovation strategies.
• Stakeholder Mapping: Understand partners' organizations, build stakeholder maps, and identify new business development opportunities within partners (e.g., AWS).
• Project Tracking and Management: Develop plans aligning short- and long-term goals with partners' needs, tracking performance expectations to ensure partnership initiatives meet established goals.
• Pipeline Management: Lead regular global pipeline reviews to ensure accurate information, actively engaging with AWS and partner sales teams to drive alignment.

What You'll Need

• 7+ years of experience in the DevOps or security industry in sales and/or business development roles.
• 4+ years of experience partnering with AWS and/or other cloud providers.
• Proven track record in business development or strategic partnerships within the technology industry.
• Strong knowledge of the security and cloud industry.
• Established executive network with key strategic alliance partners.
• Understanding of technology trends, market dynamics, and competitive landscape.
• Exceptional negotiation and communication skills.
• Ability to think strategically and execute tactically.
• Strong program management, critical thinking, and analytical skills.
• Proven leadership experience with strong organizational, communication, and interpersonal skills.
• Ability to adapt to diverse business cultures and work on a global basis.

Location: Based in or willing to relocate to New York City, NY (preferred).

Salary Range: $145,000 — $200,000 USD