Location: Remote; US
Type: Full-time
About the Job
We are actively seeking an experienced Partnerships and Cloud Alliances Manager to lead and expand our strategic relationships with leading cloud providers such as AWS, Microsoft Azure, and Google Cloud Platform (GCP), as well as key business partners including referral partners, cloud resellers, and managed service providers (MSPs). In this role, you will focus on nurturing and managing these alliances to create new growth opportunities, enhance joint go-to-market strategies, and amplify PointFive’s presence within the cloud ecosystem.
This is a critical role at PointFive, where you will directly contribute to our business success through strategic collaborations. If you have a proven track record in managing cloud partnerships, particularly in the B2B SaaS space, and experience working with both major cloud providers and channel partners, we’d love to connect with you!
The Role
Join a fast-paced, dynamic startup leading innovation in the cloud FinOps space. As the Partnerships and Cloud Alliances Manager, you will manage and develop PointFive’s strategic alliances with major cloud providers (AWS, Azure, GCP) while also building and optimizing relationships with channel partners, including referral partners, cloud resellers, and managed service providers (MSPs). Your efforts will drive co-selling opportunities, joint marketing initiatives, and enhanced visibility for PointFive’s platform across these networks.
Key Responsibilities:
- Cloud Partner Management: Build and manage relationships with key cloud providers (AWS, Azure, GCP), aligning business objectives and ensuring effective collaboration on joint initiatives.
- Channel Partner Development: Establish and nurture strong, mutually beneficial partnerships with channel partners such as referral partners, cloud resellers, and MSPs to drive joint business opportunities and market penetration.
- Go-to-Market Collaboration: Work with both cloud providers and channel partners on joint go-to-market strategies, including co-selling, product integrations, and joint marketing efforts to expand PointFive’s reach and revenue.
- Partnership Optimization: Identify and assess opportunities to optimize partnership engagement models with cloud providers and channel partners, ensuring consistent value delivery and revenue growth.
- Negotiation & Agreements: Lead negotiations and formalize partnership agreements, ensuring alignment on objectives and execution plans for joint initiatives, including co-marketing and co-selling agreements.
- Relationship Nurturing: Foster ongoing relationships with cloud provider account managers, partner managers, and key stakeholders within the partner ecosystem to ensure alignment on goals and collaboration.
- Partner Enablement: Work closely with internal teams (Sales, Product, Marketing) to ensure partners are equipped with the necessary tools, materials, and support to effectively promote and sell PointFive’s solutions.
- Performance Monitoring: Monitor, measure, and report on the performance of partnerships, identifying key success metrics and implementing strategies for improvement.
- Market Intelligence: Stay informed about evolving trends in cloud computing, partner ecosystems, and competitive landscapes to identify and leverage new opportunities for growth.
Qualifications:
- 5+ years of experience in cloud alliances, channel partnerships, or partner management, with a strong emphasis on AWS, Azure, and/or GCP.
- Proven success in managing relationships with cloud providers and channel partners, including referral partners, cloud resellers, and MSPs.
- Experience working in a B2B SaaS growth-stage company, particularly in developing early-stage partnership strategies.
- Demonstrated success in driving joint go-to-market initiatives with cloud providers and/or channel partners, including experience with co-selling and co-marketing strategies.
- Strong negotiation skills, with a track record of developing and executing partnership agreements that drive measurable business outcomes.
- Ability to effectively collaborate with cloud account managers, partner managers, and senior leadership within partner organizations to foster deep, productive relationships.
- Excellent communication and presentation skills, capable of engaging both technical and business stakeholders at all levels.
- Strong organizational and project management skills, with the ability to manage multiple priorities and partnerships simultaneously.
- A strategic thinker with a data-driven approach to decision-making, able to identify partnership opportunities and assess performance metrics.
- Experience working with cloud resellers and managed service providers is a plus, with an understanding of their go-to-market strategies and partnership structures.
