We are seeking a strategic and results-driven Cloud Alliance and Partnership Manager to lead and grow our relationships with key cloud service providers (e.g., AWS, Microsoft Azure, Google Cloud) and technology partners. This role is critical in driving joint go-to-market initiatives, expanding market presence, and increasing revenue through collaborative partnerships.
You will work cross-functionally with sales, marketing, product, and technical teams to align business objectives with partner capabilities and drive mutual success.
Key Responsibilities:
- Alliance Strategy:
- Develop and execute comprehensive cloud alliance strategies that align with business goals and drive joint value creation.
- Partner Relationship Management:
- Build and nurture strategic relationships with cloud providers and key technology partners.
- Go-to-Market (GTM) Execution:
- Lead the design and implementation of joint GTM campaigns, co-branded initiatives, and co-selling programs.
- Sales Enablement:
- Collaborate with internal sales teams to identify opportunities, develop partner-influenced pipelines, and close deals involving cloud solutions.
- Joint Business Planning:
- Drive annual and quarterly business reviews, performance tracking, and goal setting with cloud partners.
- Contract & Program Management:
- Manage alliance agreements, program enrollments, and ensure compliance with cloud partner requirements (e.g., certifications, competencies, partner tiers).
- Cross-Functional Collaboration:
- Coordinate with product, engineering, marketing, and finance teams to align on roadmap integration, co-marketing, and revenue goals.
- Market Intelligence:
- Stay informed about cloud ecosystem trends, competitor partnerships, and new opportunities for growth.
Qualifications:
- Bachelor's degree in Business, Technology, or a related field; MBA a plus.
- 5+ years of experience in cloud partnerships, alliances, or business development roles.
- Deep understanding of cloud platforms (AWS, Azure, GCP) and cloud business models.
- Proven track record of managing strategic technology alliances or cloud provider relationships.
- Strong interpersonal and communication skills, with the ability to influence cross-functional stakeholders.
- Experience negotiating agreements and managing partner programs.
- Highly organized, self-motivated, and results-driven.
Preferred Qualifications:
- Existing certifications or partnership credentials from major cloud providers (e.g., AWS Partner Accreditation, Microsoft Partner Network).
- Experience in SaaS, enterprise software, or cloud-native technology companies.
- Familiarity with CRM and partner management tools (Salesforce, PRM platforms, etc.).
