Head Of Cloud Alliances & Partnership
Description
Welcome to Zesty, a dynamic startup at the forefront of cloud optimization innovation!
Zesty’s Mission
Zesty is a startup company specializing in automated optimization solutions, aiming to help organizations reduce costs and enhance operational efficiency. The company offers a range of products designed for DevOps and FinOps teams responsible for managing cloud usage within organizations.
Location: San Mateo, CA (This is a remote role)
Eligibility: Must be authorized to work in the U.S. (no visa/relocation support)
About the Role
Zesty is at a point where partners aren’t just a channel - they’re a core part of how we grow and deliver value. We’re looking for someone to own that motion end-to-end and help shape what that looks like at scale.
What You Own
- Partner-sourced ARR - you set the targets, you hit them
- Recruitment and activation of MSPs, VARs, SIs and resellers in the AWS/Azure/GCP ecosystem
- Full partner lifecycle: from first conversation to a live, revenue-generating GTM motion
- Joint pipeline with each partner - you build it, track it, and own the number
- Go-to-market strategy per partner segment - not a template, a real playbook
- Cloud alliance
- Executive relationships at partner organizations - you’re their Zesty counterpart
- Tight collaboration with Sales, Marketing, and RevOps to convert partner pipeline into closed revenue
Requirements
- 10+ years in channel/partnerships, with at least 3 years owning a partner revenue number
- Experience in a high-growth SaaS startup
- Proven track record growing MSP/VAR partnerships in the cloud ecosystem - from pipeline to closed ARR
- Deep relationships in the AWS and/or Azure partner networks
- Has built GTM motions, not just managed them
- Comfortable being the only person in the room who owns the partner P&L - no safety net
- Sharp commercial instincts: you negotiate, influence, and close
- Native-level English - written and verbal
Nice to Have
- K8s domain knowledge
- FinOps or cloud cost management domain knowledge
Why is it exciting being a Zester-
At Zesty, we're a team of driven, forward-thinkers passionate about pushing the boundaries of cloud optimization. Our culture encourages creativity, curiosity, and a willingness to embrace challenges.
We care about:
- Diversity & Inclusion - Be yourself! We welcome employees from all backgrounds and have created a workplace where everyone can feel empowered.
- Transparency - Transparency: We share our success stories, failures, processes, numbers, and everything in between. If you want to know something that wasn't shared with you – just ask!
- One Team - We genuinely trust each other which enables us to act as one team working together toward the same mission. All team members are equally important
- Open Communication & Feedback - When facing challenges, we always look for fresh ideas and ways to overcome them and We embrace constructive feedback that can and should be given to anyone
- Ego is out at the door - Ego obscures and disrupts everything: the planning process, the ability to take good advice, and the ability to accept constructive feedback. We operate with a high degree of humility
