Alliance Specialist – Cloud Hyperscalers

Key Responsibilities

Cloud Hyperscaler Partnership Management

• Develop and maintain strong relationships with AWS, Microsoft, and Google partnership teams.
• Support negotiation and management of partnership agreements, program enrollments, and competency requirements.
• Coordinate participation in partner programs (e.g., AWS Partner Network, Microsoft Partner Program, Google Cloud Partner Advantage).
• Track and maintain compliance with partner tier requirements, certifications, training, and business metrics.

Ecosystem Vendor Collaboration

• Build and sustain relationships with key ecosystem vendors (e.g., Databricks, Snowflake, RedHat, HashiCorp, security ISVs).
• Identify opportunities for joint solutioning and co‑selling with ecosystem partners.
• Support integration of partner technologies into internal offerings.

Joint Go‑to‑Market & Co‑Selling

• Support planning and execution of joint GTM initiatives with AWS, Azure, and GCP.
• Assist with co‑selling motions, pipeline building, and partner‑sourced opportunity management.
• Support joint campaigns, webinars, solution briefs, and partner events.
• Prepare GTM materials, pitch decks, and capability statements tailored to each hyperscaler.

Customer Success & Cloud Adoption

(Added per your request — now a core responsibility)

• Work with customer success, delivery, and sales teams to drive adoption of hyperscaler cloud services within customer accounts.
• Track customer cloud consumption, usage growth, and adoption metrics across AWS, Azure, and GCP.
• Identify upsell/cross‑sell opportunities that align with partner incentives, funding programs, or consumption targets.
• Help customers unlock value from cloud investments through partner programs, funding, and technical resources.

Rebates, Incentives & Funding Optimization

• Manage tracking, documentation, and submission for:
• Partner rebates
• MDF (Market Development Funds)
• Incentive programs
• Co‑op funds
• Proof‑of‑Concept or Migration funding (MAP, FastTrack, GCP Funding)
• Ensure the business maximizes rebates and incentives based on customer activity and consumption targets.
• Report regularly on revenue impact, forecasted rebates, and earned incentives.

Operational Excellence & Reporting

• Maintain dashboards to track partner performance, certifications, pipeline, rebates, and key KPIs.
• Improve internal processes for alliance engagement, opportunity registration, and partner reporting.
• Support quarterly business reviews with hyperscalers and internal leadership.

Internal Enablement

• Educate sales, delivery, and technical teams on:
• Hyperscaler partner programs
• Funding opportunities
• Co‑sell processes
• Incentive structures
• Promote internal adoption of partner-aligned solutions and programs.
• Knowledge, Skills & Attributes
• Strong understanding of AWS, Azure, and GCP partner programs, incentives, and GTM motions.
• Excellent relationship‑building and negotiation skills.
• Strong analytical skills and business acumen.
• Ability to work collaboratively across sales, marketing, delivery, and customer success teams.
• Excellent verbal, written, and presentation skills.
• Ability to navigate ambiguity and execute in fast‑changing environments.
• Strong project management skills and attention to detail.

Qualifications

• Bachelor’s degree in Business, IT, Computer Science, or a related field.
• Additional advantage: familiarity with cloud certifications (even foundational) across AWS, Azure, or GCP.

Experience

• Experience in alliance management, partner programs, channel sales, or cloud GTM roles—preferably in a tech or IT services environment.
• Experience working with hyperscaler programs or cloud‑centric partnerships is a strong advantage.
• Proven ability to support programs that generate revenue, cloud consumption, or partner incentives.

Workplace type:

• Hybrid Working