Strategic Cloud Partner Manager

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

📋 Description

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

• Ensure alignment of cloud initiatives with the regional strategy in collaboration with the Head of the AMER Partner organization.

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

• Formulate and implement the AMER cloud partner strategy in line with global priorities.

• Cultivate relationships with AWS, GCP, and Azure for co-selling, account alignment, and joint ventures.

• Generate a partner-sourced pipeline by educating cloud teams and activating CSP channels.

• Provide enablement programs, workshops, and technical training for CSP sales and technical teams across APJ.

• Coordinate joint go-to-market initiatives, including events, campaigns, workshops, and customer success projects.

• Oversee Marketplace transactions, cloud credits, co-marketing funds, and ensure program compliance.

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

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

• Analyze regional cloud market trends to guide strategy.

⛳️ Requirements

• 6 to 10+ years of experience in AMER partner, alliances, or cloud sales positions within enterprise software, SaaS, or cloud technology companies.

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

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

• Strong skills in delivering training and enablement to diverse audiences across AMER.

• Exceptional relationship-building abilities with the talent to influence senior stakeholders both internally and externally.

• Confidence in managing pipeline, forecasting, and reporting responsibilities.

• Comfortable collaborating with distributed teams across various time zones.

• Experience with cloud marketplaces, incentives, co-marketing funds, and programmatic partnership operations is advantageous.

• Familiarity with AMER SI, consulting, and cloud-native partner ecosystems is a plus.

• A background in high-growth SaaS or cloud-platform environments is a bonus.

🏝️ Benefits

• Restricted Stock Units (RSUs).

• 100% remote work.

• Opportunities for career growth.

• In-person onboarding experience.

• 30 days of annual leave per year, which includes 3 Grafana Shutdown Days.

• Transparent communication along with regular updates across the company.

• Autonomy and support to foster innovation.

• A culture characterized by empowerment, high trust, and low ego.

• Accessible and engaged leadership.

• A globally collaborative work culture.