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