Strategic Alliances Manager

Chesterfield, United States | Posted on 11/03/2025

Location: United States (preferred) – Remote Employment Type: Full-Time Function: Strategic Partnerships / GTM Alliances Reports To: SVP, Alliances, Marketing & Enablement

Koantek is a Databricks-exclusive consulting and systems integration partner, backed by Databricks Ventures and a multi-award winning firm across APJ and global markets. As we scale our next phase of growth, we are seeking a Strategic Alliances Manager to own and expand our partnerships with AWS, Microsoft, Google Cloud, and SAP—four of our most critical ecosystem partners. This role will drive joint GTM initiatives, strengthen executive relationships, secure co-investment programs, and create scalable models that accelerate revenue and solution adoption. The ideal candidate will blend strategic alliance experience with execution excellence, thriving in a fast-paced, high-growth environment.

Key Responsibilities Partnership Ownership: Serve as the primary relationship manager for AWS, Microsoft, GCP, and SAP alliances, ensuring Koantek is positioned as a preferred partner. Joint Go-to-Market (GTM): Develop and execute partner-led GTM plays, campaigns, and solution launches in alignment with Koantek’s Data & AI strategy. Co-Investment & Funding: Secure MDF, co-sell, and co-investment opportunities from hyperscalers to amplify joint business. Field Enablement: Work with Koantek sales, delivery, and marketing teams to ensure readiness on hyperscaler programs, incentives, and solution mapping. Revenue Impact: Track and report on partner pipeline, influence on sales opportunities, and ROI from partnership activities. Executive Engagement: Facilitate C-level and senior-level alignment between Koantek and partner executives across sales, marketing, and product. Ecosystem Alignment: Ensure alliances with hyperscalers complement and amplify Koantek’s strategic relationship with Databricks.

Qualifications 7+ years of experience in alliances, partnerships, or channel management with cloud hyperscalers (AWS, Azure, GCP, SAP). Strong understanding of hyperscaler partner programs, funding models, and co-sell processes. Proven ability to drive joint GTM strategies and deliver measurable revenue impact. Excellent relationship-building, influencing, and executive communication skills. Ability to thrive in a fast-growth, entrepreneurial environment with global teams. Experience in data, AI/ML, analytics, or enterprise cloud solutions strongly preferred.

What We Value at Koantek • Customer Impact First – measurable business outcomes for clients guide every initiative. • Innovation & Agility – experimenting with GenAI, Data & AI, and new GTM models. • Collaboration – cross-functional teamwork with sales, delivery, and marketing. • Sustainability – building scalable and lasting partnership frameworks. • Growth Mindset – curiosity, continuous learning, and embracing change.

Requirements

7+ years of experience in alliances, partnerships, or channel management with cloud hyperscalers (AWS, Azure, GCP, SAP). Strong understanding of hyperscaler partner programs, funding models, and co-sell processes. Proven ability to drive joint GTM strategies and deliver measurable revenue impact. Excellent relationship-building, influencing, and executive communication skills. Ability to thrive in a fast-growth, entrepreneurial environment with global teams. Experience in data, AI/ML, analytics, or enterprise cloud solutions strongly preferred.