Cloud Partner & Alliance Manager
Description
We are seeking a highly motivated Cloud Partner & Alliance Manager to lead and expand our strategic relationships with cloud hyper scaler provider. This role is responsible for developing joint go-to-market strategies, driving pipeline generation, maximizing partner investments, achieving competency and program goals, and serving as the primary executive interface between our organization and cloud partners.
The ideal candidate combines strong business development, sales, and partner management experience with a solid understanding of cloud technologies, partner ecosystems, and enterprise digital transformation.
Key Responsibilities
Strategic Alliance Management
- Own and manage executive relationships with cloud vendor
- Develop and execute annual and multi-year strategic alliance plans.
- Build trusted relationships with Partner Development Managers (PDMs), Partner Solution Architects (PSAs), Sales teams, Marketing, and executive leadership.
- Represent the company in strategic planning sessions, executive business reviews (EBRs/QBRs), and partner governance meetings.
Pipeline & Revenue Growth
- Generate qualified cloud opportunities through partner engagement.
- Build and maintain a healthy joint pipeline.
- Track sourced, influenced, and co-sell opportunities.
- Work closely with sales leadership to accelerate strategic deals.
- Drive cloud consumption, marketplace adoption, managed services, and professional services growth.
Partner Programs & Competencies
- Own partner program compliance and strategic certifications.
- Lead competency and specialization initiatives including:
- Coordinate audits, customer references, case studies, and technical validations.
Funding & Investment Management
- Identify and secure partner funding opportunities
- Build business cases for investment requests.
- Track utilization and ROI of partner investments.
Executive Business Planning
- Create annual business plans with cloud partners.
- Monitor and Achieve
- Revenue targets
- Consumption targets
- Pipeline goals
- Customer acquisition objectives
- Competency roadmap
- Marketing plans
- Technical enablement roadmap
- Present progress during executive reviews.
Requirements
Required Qualifications
Experience
- 5+ years in Partner Management, Alliances, Business Development, or Cloud Sales.
- Experience working with one of the leading cloud hyper scalers
- Experience managing executive-level relationships.
- Proven success in driving partner-generated revenue.
Technical Knowledge
Strong understanding of:
- Public Cloud services and sales model
- Cloud partner programs
Technical hands-on experience and/or certifications is beneficial but not mandatory.
