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About the Role
We're hiring a Partnerships Lead 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
• 4–10 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
• 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
What We Offer
• Competitive compensation
• Flexible work environment
• Paid holidays & flexible time off
• Medical insurance (Self & Family)
• Ownership of a high-visibility, revenue-driving partnerships function
• Exposure to leading cloud and AI ecosystem programs (AWS, Anthropic, Azure, GCP, OpenAI)
• A culture that values clarity, integrity, and continuous growth
Work arrangement
No
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