As a Senior Cloud Alliance Manager, youll lead a portfolio of software vendors, helping them accelerate and scale their strategic partnerships with AWS and Azure. Youll build co-sell motions, shape joint go-to-market (GTM) plans and drive joint business development and marketing initiatives to promote the full value of the partnerships with the hyperscalers.
Youll act as a trusted strategic advisor to your clients - someone who can think and plan at the strategic level, then roll up their sleeves to execute GTM plans that deliver measurable results.
What youll do
Own the cloud partnership relationship between your portfolio of our clients (top-tier ISVs) and the hyperscalers GTM and alliance teams.
Build strategic GTM plans, secure alignment and sign-off from your clients, then drive disciplined execution against clear KPIs and timelines to ensure customer success.
Accelerate joint pipeline and revenue through co-selling, including AWS Marketplace and Microsoft commercial marketplace listings and private offers.
Drive joint sales, business development, partnership, and co-marketing activities between your clients and the hyperscalers.
Develop new relationships across the partner ecosystem to generate and grow business and help your managed clients expand their business.
Run periodic business reviews (HBRs, QBRs) and report on pipeline, revenue, and partnership KPIs to clients and internal stakeholders.
Requirements: What youll bring
5+ years of relevant high-tech experience in business development, sales, account management, alliances, or channel management.
3+ years of proven success managing ISV partnerships and alliances with AWS and/or Microsoft Azure, including:
planning Cloud Alliance strategy;
accelerating joint ISV-Hyperscaler pipeline and revenue through co-selling;
collaborating with hyperscalers GTM teams (e.g., PDMs, partner solutions architects, industry leaders) to identify and drive business-development initiatives;
managing co-sell pipeline and Marketplace offers.
Hands-on experience building and executing GTM plans and running periodic business reviews.
Experience presenting to and collaborating with executives and decision-makers across the US and Europe.
Action-driven and results-oriented, with a strong can-do approach; able to own a project end-to-end - initiation, planning, execution, monitoring, and delivery.
Strong operational orientation: methodical, organized, and able to plan and prioritize.
A collaborative team player with strong interpersonal skills and excellent written and verbal English.
Working knowledge of AWS partner programs (e.g., ISV Accelerate) and competencies and/or Microsoft partner programs (e.g., Azure IP co-sell) - significant advantage.
This position is open to all candidates.