# Partner Alliance Manager - Cloud
**Company:** [Pigment](https://hotfix.jobs/companies/pigment)
**Location:** Remote
**Experience:** 6+ years
**Skills:** GCP, AWS, Cloud Alliances, Partner Sales, Business Development, Co-Sell Motions, Marketplace Transactions, Gtm Platforms, Pipeline Management, Relationship Building
**Posted:** 2026-06-15
> Lead GCP cloud alliance strategy, drive co-sell motions, and manage marketplace operations to generate pipeline and revenue. Requires 6+ years building and scaling hyperscaler partnerships at a SaaS company.
## Job Description
## 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
**Apply:** https://hotfix.jobs/jobs/partner-alliance-manager-cloud-at-pigment-24c83fe3-2b0a-4c5c-b17d-7924b43657a4
**Canonical:** https://hotfix.jobs/jobs/partner-alliance-manager-cloud-at-pigment-24c83fe3-2b0a-4c5c-b17d-7924b43657a4