Partnerships Manager - Sales & Alliances

About the Role

We're hiring a Partnerships Manager to drive revenue through our cloud and AI partner ecosystem. This is a sales-oriented alliances role - we need someone who has already built relationships with Field Sales Reps (FSRs) and Account Executives at Google Cloud, AWS, or Azure, and has a track record of converting those relationships into closed deals. You'll shape how we approach partnership-led sales strategically, not just manage program operations.

What You'll Do

• - Build and leverage relationships with FSRs and Account Executives at Google Cloud, AWS, and Azure to generate qualified pipeline
• - Drive co-sell motions end-to-end - from partner-sourced lead to closed deal
• - Define and execute our partnership-led sales strategy, advising leadership on where and how to prioritize partner channels
• - Identify and pursue joint-selling opportunities with hyperscaler account teams
• - Represent the company in partner-facing sales conversations and deal reviews
• - Track partner-sourced pipeline and revenue, and report on channel performance to leadership
• - Work around partner-led sales incentives, collaborating with external partnership teams for funding initiatives
• - Expand our footprint within the Google Cloud, AWS, and Azure partner ecosystems by building new FSR/AE relationships

What You Need

• - 6-8 years of direct experience in partnership/alliance roles within the cloud ecosystem
• - Demonstrated track record of closing multiple deals through Google Cloud, AWS, or Azure partner networks
• - Established relationships with FSRs and Account Executives at one or more hyperscalers
• - Strong understanding of co-sell motions, deal registration, and partner-sourced pipeline management
• - Ability to advise leadership on partnership-led go-to-market strategy, not just execute existing programs
• - Strong sales acumen and comfort owning revenue-linked outcomes
• - Excellent relationship-building and stakeholder communication skills

Nice to Have

• - Experience working with Partner Development Managers/Executives in AI-first partner ecosystems like Anthropic and OpenAI
• - Experience with partner certification programs (Anthropic Claude Partner Network, AWS APN, Azure, GCP)

Who You Are

• - A relationship-first operator who can open doors within hyperscaler sales teams
• - Commercially minded - you think in terms of pipeline, deal velocity, and closed revenue
• - A strategic thinker who can shape how the company approaches partnership-led sales, not just follow a playbook
• - Comfortable operating with high autonomy and ownership of outcomes

Skills: Partner Sales, Co-sell, Channel Partnerships, Google Cloud Partner Network, AWS Partner Network, Microsoft Azure Partner Network, Deal Registration, Pipeline Management, Strategic Alliances, GTM Strategy