Strategic Cloud Partner Manager

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

📋 Description

• Drive the growth of cloud partnerships across the APJ region with AWS, Google Cloud, and Microsoft Azure.

• Collaborate closely with the Global Head of Cloud Partnerships and the APJ Partner organization to ensure alignment of cloud initiatives with regional strategies.

• Develop a scalable and repeatable cloud go-to-market strategy across APJ in partnership with CSP field teams, solution engineers, and SI partners.

• Accelerate joint business ventures by enhancing engagement with key cloud ecosystems in the region.

• Formulate and implement the APJ cloud partner strategy in alignment with global cloud priorities.

• Cultivate strong relationships with AWS, GCP, and Azure to facilitate co-selling, account alignment, and collaborative pursuit activities.

• Generate partner-sourced pipeline by educating cloud teams and activating CSP channels as a source of business growth.

• Provide enablement programs, workshops, and technical training for CSP sales and technical teams throughout the APJ region.

• Coordinate joint go-to-market initiatives with cloud providers and SI partners, including events, campaigns, workshops, and customer success projects.

• Oversee operational aspects of cloud partnerships such as Marketplace transactions, cloud credits, co-marketing funds, and program compliance.

• Integrate cloud partnership activities with APJ sales, partner, marketing, and product teams.

• Monitor and report on partner activity, co-sell pipeline, and performance metrics.

• Analyze regional cloud market trends to guide ongoing strategy.

⛳️ Requirements

• 6–10+ years of experience in APJ partner, alliances, or cloud sales positions within enterprise software, SaaS, or cloud technology firms.

• Practical experience in running joint go-to-market and co-sell initiatives with AWS, GCP, or Azure.

• Demonstrated ability to create new opportunities through structured engagement in the cloud field.

• Strong skills in delivering training and enablement to diverse audiences across the APJ region.

• Exceptional relationship-building capabilities with the knack for influencing senior stakeholders both internally and externally.

• Proficient in managing pipeline, forecasting, and reporting.

• Comfortable collaborating across distributed teams and multiple time zones.

🏝️ Benefits

• 100% Remote, Global Culture - As a remote-only organization, we unite talent from around the globe, fostered by a culture of collaboration and shared purpose.

• Scaling Organization – Engage in meaningful work within a high-growth, ever-evolving environment.

• Transparent Communication – Anticipate open decision-making and regular company-wide updates.

• Innovation-Driven – Enjoy the autonomy and support to deliver exceptional work and explore new ideas.

• Open Source Roots – Founded on community-driven values that influence our work culture.

• Empowered Teams – Experience a high trust, low ego culture that prioritizes outcomes over appearances.

• Career Growth Pathways – Access defined opportunities for professional growth and development.

• Approachable Leadership – Engage with transparent executives who are active, visible, and relatable.

• Passionate People – Join a team of intelligent, supportive individuals who truly care about their work.

• In-Person Onboarding - We want you to succeed from day one alongside fellow new ‘Grafanistas’ to learn all about our operations and culture.

• Balance is Key - We offer a global annual leave policy of 30 days per year, with 3 days reserved for Grafana Shutdown Days to encourage complete disconnection. *We will comply with local legislation where applicable.