Partner Alliance Manager - Cloud

Responsibilities

• Lead Cloud Alliance Strategy: Act as Pigment’s dedicated alliance lead for GCP (and future providers), owning the relationships, revenue motions, and end-to-end co-sell execution to drive measurable pipeline.
• Drive Partner Ecosystem Growth: Develop and execute strategic business plans to achieve pipeline, revenue, and delivery goals, including recruiting and managing strategic consulting partners to expand market coverage.
• Manage Marketplace & Operations: Own GCP Marketplace presence end-to-end—including ACE hygiene, program enrollment, and marketplace integration platform management—to ensure operational compliance and seamless deal flow.
• Pipeline & Sales Acceleration: Drive sourced and influenced revenue by coordinating joint account planning, opportunity registration, and partner-led sales motions with cloud field teams.
• Cross-Functional Collaboration: Partner closely with Sales, Solutions Consultants, Marketing, and Partner teams to enable field teams on partner capabilities and execute co-branded campaigns that strengthen market positioning.
• Performance & Stakeholder Management: Monitor partner health and performance (certifications, adoption, engagement) while facilitating ongoing stakeholder alignment through territory planning and executive-level business reviews.
• Program Optimization: Identify and operationalize new cloud programs, credits, and funding opportunities to maximize the partnership's impact.
• Product Innovation: Collaborate with product, engineering and technical stakeholders to drive co-innovation and cloud provider integration roadmap for the benefit of our joint customers.

Requirements

• 6+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing GCP and/or AWS partnerships
• Proven history of significantly scaling partnerships between cloud providers (preferably GCP or AWS) and a software/SaaS company
• Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals
• Experience with cloud marketplace transactions and programs (GCP/AWS Marketplace, MPPO, CPPO etc.)
• Experience with marketplace GTM platforms and referral automations
• Strong operational discipline; manage a pipeline, track partner activity, and communicate results clearly to internal stakeholders
• Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations
• Existing relationships at GCP or AWS (ISV team, field sellers, or marketplace teams)
• Strong interpersonal skills and comfort working with cross-functional teams
• Strong relationship building skills and excellent listening, probing, questioning and negotiating skills
• Strong executive presence, comfort presenting, and ability to manage up
• Experience operating in a startup or high-growth environment where structure is limited and you're expected to build the playbook
• Ability to adapt to a rapidly changing product and respond strategically to partner needs

Nice-to-Haves

• Prior experience in the EPM/FP&A space