Senior Manager - Hyperscaler Partnerships

Role Overview The Hyperscaler Leader is a high‑impact individual contributor role responsible for building and managing insightsoftware’s relationships with the world’s leading cloud platform providers—starting with Microsoft and expanding to AWS and Google Cloud. This role owns the strategy and execution of insightsoftware’s hyperscaler channel: driving marketplace presence, co‑marketing programs, joint sales activity, and the commercial and operational infrastructure needed to scale this emerging revenue channel. It is a builder role; we have established foundations with Microsoft, and significant opportunity remains to deepen the partnership, unlock new demand, and replicate the model with additional hyperscalers. The candidate must have strong relationship instincts, commercial drive, and operational rigor to develop backend systems and processes that enable scaling this channel. The Hyperscaler Leader works cross‑functionally with direct and indirect sales organizations, Partner Marketing, Product leadership, Finance, and the Quote‑to‑Cash team to align hyperscaler activity with broader go‑to‑market strategy. Primary geographic focus is North America, with responsibilities expanding across EMEA and APAC. Reports directly to the SVP, Global Channel & Partnerships. Primary Responsibilities Hyperscaler Relationship Management Own and deepen insightsoftware’s strategic relationship with Microsoft, serving as the primary point of contact across partner, marketplace, and co‑sell teams. Build a disciplined expansion roadmap for AWS and Google Cloud—identifying the right entry points, internal champions, and go‑to‑market opportunities given insightsoftware’s existing product footprint on each platform. Develop executive‑level relationships within each hyperscaler organization, understanding their partner program priorities, internal incentive structures, and co‑sell mechanics—and use that knowledge to position insightsoftware for maximum visibility and deal flow. Stay closely informed on changes to hyperscaler partner programs, marketplace policies, and co‑sell requirements, ensuring insightsoftware remains optimally positioned within each ecosystem. Represent insightsoftware at hyperscaler conferences, partner summits, and industry events—building the relationships and presence needed to be seen as a preferred partner. Marketplace & Commercial Execution Own and actively manage insightsoftware’s listings in the Microsoft Azure Marketplace and other hyperscaler marketplaces—ensuring offerings are accurate, optimized, and positioned to convert. Drive awareness and adoption of marketplace listings across direct and indirect sales teams, equipping them to position marketplace transactions as a compelling contracting vehicle for customers. Identify and pursue opportunities where customers can benefit from transacting insightsoftware solutions through a hyperscaler marketplace—leveraging customer cloud committed spend, procurement preferences, and enterprise agreements to accelerate deal closure. Track, report on, and actively grow marketplace‑sourced and marketplace‑influenced revenue, establishing clear KPIs and holding yourself accountable to them. Collaborate with Product leadership to identify insightsoftware products hosted on or deeply integrated with hyperscaler platforms—and develop targeted partnership strategies that activate those relationships commercially. Co‑Marketing & Demand Generation Design and execute joint marketing programs with active hyperscaler partners, including co‑branded campaigns, webinars, digital content, and field events that generate pipeline and increase awareness of insightsoftware’s solutions within each hyperscaler’s customer and partner base. Leverage “event‑in‑a‑box” programs for regional sales teams across NA, EMEA, and APAC to deploy independently, driving local hyperscaler‑aligned demand without requiring central resources for every execution. Attend and represent insightsoftware at key hyperscaler conferences and partner events—using these moments to build relationships, generate pipeline, and strengthen insightsoftware’s brand within each ecosystem. Work closely with Partner Marketing to ensure co‑marketing investments are tracked, measured, and delivering a return—bringing data to every conversation about where to invest next. Commercial Operations & Deal Flow Develop and maintain the backend systems, workflows, and documentation needed to support how hyperscaler deals are initiated, tracked, contracted, and recognized—working closely with ISW Finance and the Quote‑to‑Cash team to ensure deals flow correctly and efficiently. Partner with Revenue Operations to ensure hyperscaler pipeline and bookings are accurately captured, reported, and attributed within insightsoftware’s CRM and financial systems. Build a repeatable deal motion for hyperscaler‑transacted opportunities, including clear rules of engagement, approval workflows, and handoff protocols between the hyperscaler team, direct sales, and channel sales. Proactively identify and resolve friction points in the commercial process—approaching every workflow inefficiency as a problem worth fixing, not a reality to accept. Cross‑Functional Collaboration Work closely with direct and indirect sales organizations to identify opportunities where hyperscaler relationships and marketplace transactions can accelerate deal velocity or expand deal size—serving as a trusted resource, not a competing channel. Partner with Product leadership to understand the roadmap for insightsoftware products hosted in hyperscaler environments and develop go‑to‑market plans that activate those integrations commercially. Collaborate with Partner Enablement to ensure sales teams have the training, tools, and collateral needed to leverage hyperscaler relationships effectively in their day‑to‑day selling motions. Provide the SVP, Global Channel & Partnerships with regular reporting on hyperscaler pipeline, marketplace performance, co‑marketing ROI, and strategic relationship health. Qualifications Required 3–5 years of experience in SaaS software, with direct exposure to hyperscaler partnerships, cloud marketplace programs, or alliances with Microsoft, AWS, or Google Cloud. Demonstrated familiarity with Microsoft’s partner ecosystem—including the Azure Marketplace, co‑sell programs, and Microsoft’s internal partner incentive structures. Proven ability to build and manage senior relationships within large, complex technology organizations and navigate their internal structures to create momentum. Strong commercial acumen—able to identify revenue opportunities, build a business case, and drive deals through a marketplace or co‑sell motion from pipeline to close. Experience working cross‑functionally with Finance, Operations, and sales teams in a fast‑paced software environment. Excellent written and verbal communication skills; able to represent insightsoftware confidently with hyperscaler partners and internal stakeholders at all levels. Highly organized and self‑directed—able to manage multiple workstreams simultaneously across geographies and functions without losing focus or quality. Comfortable operating across global time zones; some travel required. Preferred Direct experience managing listings and transacting revenue through Azure Marketplace, AWS Marketplace, or Google Cloud Marketplace. Familiarity with co‑sell programs and marketplace private offers as deal acceleration tools for enterprise software. Exposure to financial reporting, EPM, or Office of the CFO solution categories. Experience working in a high‑growth, PE‑backed software company. Background in designing co‑marketing programs or field event campaigns in partnership with a major technology platform. Familiarity with Lean principles or continuous improvement methodologies is a strong plus. Who You Are Strategic thinker who executes operationally—they understand where the hyperscaler channel needs to go and can map out the steps to get there, then actually do the work. Takes extreme ownership—if a marketplace listing is underperforming, a co‑marketing campaign isn’t converting, or a deal is stuck in a process bottleneck, they own the problem and drive it to resolution. Relentlessly curious about how hyperscaler ecosystems work—they read program updates, attend briefings, build relationships, and ask the questions that others don’t think to ask. Giver, not a taker—they share intelligence with the sales team, collaborate without an agenda, and measure success by the revenue they help generate across the organization. Sets high expectations and doesn’t settle—for a mediocre marketplace listing, a poorly measured campaign, or a commercial process that loses deals in the details. Comfortable with ambiguity and energized by building—they don’t need a fully defined playbook to get started. They create the playbook. Compensation The salary range in United States of America for this position is 184,000.00 to 231,000.00 USD Annual. Your specific offer within this range will be determined by your skills, experience, and qualifications. For non‑sales roles, you may be eligible for a bonus. For sales roles, this range includes a commission target. We are committed to pay transparency and fair compensation practices. EEO Disclaimer All your information will be kept confidential according to EEO guidelines. At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal‑opportunity workplace. Background checks are required for employment with insightsoftware, where permitted by country, state/province. #J-18808-Ljbffr insightsoftware, LLC