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Senior Alliance Partner Manager
On-siteFull-timeBusiness DevelopmentEnterprise SoftwareData Infrastructure
Lead strategic partnerships with AWS, Azure, GCP, and NVIDIA across EMEA, APJ, and Israel. Own co-sell pipeline, joint business development, marketplace transactions, technical integrations, and partner program growth while working closely with sales, marketing, product, engineering, and hyperscaler
Responsibilities
- Own and grow AWS, Azure, GCP, and NVIDIA alliances across EMEA, APJ, and Israel.
- Run co-sell pipelines, opportunity registration, referrals, field activation, and deal progression.
- Build joint business development programs and generate partner-sourced pipeline.
- Conduct account mapping and whitespace analysis with sales teams.
- Develop regional investment cases for events, campaigns, and funded partner programs.
- Serve as the technical owner of hyperscaler relationships and explain the platform to technical audiences.
- Translate hyperscaler roadmaps and requirements into feedback for product and engineering teams.
- Support marketplace listings, integrations, deployment models, and partner validation requirements.
- Drive marketplace transactions, private offers, committed-spend utilization, and partner-program advancement.
- Collaborate with sales, marketing, product, engineering, and partner teams on campaigns, events, enablement, and reporting.
- Track marketplace TCV, sourced and influenced opportunities, co-sell win rates, attach rates, and field engagement.
- Represent the company at hyperscaler events, executive briefings, and customer meetings.
- Travel as needed across assigned regions.
Requirements
- 4+ years of experience in partnerships, alliances, channel, business development, or cloud sales at a B2B SaaS or cloud infrastructure company.
- Proven experience working with hyperscalers and navigating partner ecosystems.
- Demonstrated success generating pipeline, revenue, or strategic initiatives through hyperscaler partnerships.
- Strong Kubernetes knowledge, including architecture, scheduling, autoscaling, resource management, requests, and limits.
- Working knowledge of containers, Helm, GitOps, observability, and production Kubernetes operations.
- Technical fluency for working with engineers and representing product requirements accurately to hyperscaler partners.
- Strong relationship-building and stakeholder-management skills across commercial and technical audiences.
- Excellent English communication and presentation skills, including executive-facing communication.
- Strong ownership, organization, and execution as a hands-on individual contributor.
Nice to have
- Experience with GPU workloads on Kubernetes, inference serving, or AI infrastructure.
- Multi-cloud experience across GCP and Azure co-sell motions.
- Familiarity with AWS ISV Accelerate, AWS Global Startup Program, AWS Marketplace private offers, and CPPO.
- Experience in cloud-native, observability, DevOps, or FinOps software companies.
- Experience with Salesforce; Tackle knowledge is a plus.