Alliance Director – Cloud Services

As the Alliances Lead for Cloud, you will be responsible for driving and strengthening relationships with key Cloud partners. Your primary focus will be co-selling, jointly identifying opportunities, building pipelines, and delivering partner-led deals.

Years of Experience: 8-10 years

Key Responsibilities

1. Identify & Evaluate Potential Partners – Research and identify strategic partners to drive business growth, stay updated on industry trends, attend key events, and network with industry leaders.
2. Develop Partnership Strategies – Collaborate with senior leadership to align partnership strategies with overall business objectives.
3. Manage Partner Relationships – Oversee and enhance partnerships, drive new go-to-market (GTM) opportunities, and expand business development efforts.
4. Co-Develop Cloud Opportunities – Work closely with partners to jointly create and scale cloud-based solutions.
5. Pipeline & Lead Management – Own, drive, and manage lead-sharing initiatives with partners.
6. Solution Delivery – Ensure seamless integration of solutions using partner technologies.
7. Marketing & Brand Elevation – Collaborate with partner marketing teams to enhance brand positioning and execute joint marketing initiatives.
8. Drive Partner KPIs – Monitor and track key performance indicators (KPIs) to maximize partnership success.

Qualifications & Experience

Functional Skills

• Proven experience in “Sell With,” “Sell To,” and “Sell Through” models, leveraging alliances to drive revenue and business opportunities.
• Strong ability to identify growth trends and conceptualize Go-To-Market (GTM) strategies with partners.
• Experience in presenting and articulating business value propositions to CXOs, including creating compelling sales presentations and pitches.

Technical & Industry Experience

• 10+ years in sales, business development, or partner sales roles.
• 5+ years of experience working with major cloud providers, especially AWS.
• Ability to strategically develop partner business plans while also being tactical in managing field-level and opportunity alignment.
• Passion for partner sales, technology, and cloud solutions.
• Strong communication, organizational, and time management skills.