Partner Alliance Manager – Cloud

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the Cloud Alliance Strategy: Serve as Pigment’s primary alliance representative for GCP (and future providers), managing relationships, revenue initiatives, and comprehensive co-selling execution to generate measurable pipeline.

• Propel Partner Ecosystem Growth: Formulate and implement strategic business plans to meet pipeline, revenue, and delivery objectives, including the recruitment and management of strategic consulting partners to enhance market reach.

• Oversee Marketplace & Operations: Manage the GCP Marketplace presence comprehensively—including ACE hygiene, program enrollment, and marketplace integration platform oversight—to ensure operational compliance and smooth deal processing.

• Accelerate Pipeline & Sales: Stimulate sourced and influenced revenue by orchestrating joint account planning, opportunity registration, and partner-led sales initiatives alongside cloud field teams.

• Foster Cross-Functional Collaboration: Work closely with Sales, Solutions Consultants, Marketing, and Partner teams to empower field teams on partner capabilities and implement co-branded campaigns that enhance market positioning.

• Performance & Stakeholder Management: Track partner health and performance (certifications, adoption, engagement) while promoting ongoing stakeholder alignment through territory planning and executive-level business reviews.

• Optimize Programs: Discover and operationalize new cloud programs, credits, and funding opportunities to maximize the impact of the partnership.

• Drive Product Innovation: Collaborate with product, engineering, and technical stakeholders to advance co-innovation and the cloud provider integration roadmap for the benefit of our joint customers.

⛳️ Requirements

• Over 6 years of experience in cloud alliances, partner sales, or business development with direct, hands-on involvement in managing GCP and/or AWS partnerships.

• A proven record of significantly scaling partnerships between cloud providers (preferably GCP or AWS) and a software/SaaS company.

• Demonstrated success in building and expanding co-sell motions with hyperscale cloud providers, including direct collaboration with cloud partner sellers on joint deals.

• Familiarity with cloud marketplace transactions and programs (GCP/AWS Marketplace, MPPO, CPPO, etc.).

• Experience with marketplace GTM platforms and referral automations.

• Strong operational discipline, capable of managing a pipeline, tracking partner activity, and clearly communicating results to internal stakeholders.

• Excellent communication and relationship-building abilities; comfortable managing external relationships with senior partner representatives at large cloud organizations.

• Pre-existing relationships at GCP or AWS (ISV team, field sellers, or marketplace teams).

• Strong interpersonal skills and ease in collaborating with cross-functional teams.

• Exceptional relationship-building abilities, along with excellent listening, probing, questioning, and negotiating skills.

• Strong executive presence, comfort in presenting, and capability to manage upwards.

• Prior experience in the EPM/FP&A domain is a plus.

• Experience working in a startup or high-growth environment where structure is minimal and the expectation is to build the playbook, not just follow it.

• Ability to adapt to a rapidly evolving product landscape and respond strategically to partner needs.

🏝️ Benefits

• Equal opportunity employer.

• Conducts background checks in compliance with legal standards.

• Commitment to diversity and inclusion.