The OpportunityThe Cloud & AI Technology Partner Manager owns the day-to-day operational engine of our cloud partnerships - driving co-sell pipeline, managing cloud programs, and running the partner operational cadence across AWS, Google Cloud, Microsoft Azure, NVIDIA and AI ISV Partners.
You will own a quarterly pipeline target and be directly accountable for sourcing and influencing partner revenue. This role exists to keep the cloud partnership machine running at full speed: program submissions, co-sell motions, marketplace operations, MDF cycles, field enablement, and partner QBRs.
This is the right role for an AI evangelist with a highly organized and business development operations mindset who thrives in a fast-paced environment, and wants to own one of the most important go-to-market motions in AI.
What You'll Do- Quarterly pipeline quota for partner-sourced and partner-influenced revenue, with accountability to the Head of Partnerships and alignment with Sales leadership.
- Field enablement: coordinate and lead partner-led enablement sessions, AE co-sell meeting support, and target account mapping with cloud partner field teams.
- Cloud co-sell operations across AWS, GCP, and Azure, POC credit and MDF submissions, IP Co-Sell registrations, and joint pipeline tracking.
- Lead and strategize across partner Marketing outcomes and campaigns as well as major cloud conference and one-off event activation.
- Work closely with the sales and CS organizations to ensure a strong partner story and outcome is presented and enabled for our clients and prospects
- Cloud program management and Marketplace operations: manage and optimize Arizes' listings on cloud marketplaces and partner programs
- Partner QBR cadence: prepare and run quarterly business reviews with cloud hyperscaler partner teams including pipeline reporting, joint wins, and roadmap alignment.
- Technology partner relationships: maintain and build active relationships with technology platform partners driving integration usage and co-marketing.
- Pipeline reporting: maintain clean, accurate partner pipeline data in Salesforce and PRM tools; produce weekly partner pipeline reports for leadership.
What We're Looking For- 4-6 years of experience in technology partnerships, cloud alliances, partner operations, or business development.
- Hands-on experience managing co-sell programs and partner operations with one or more cloud hyperscalers (AWS, GCP, or Azure) - including knowledge of co-sell portals, program requirements, and field engagement models.
- Demonstrated track record of meeting or exceeding a pipeline quota in a partner, alliances, or BD role.
- Exceptional program management skills: you can run multiple concurrent programs, meet submission deadlines, and track progress across a complex operational portfolio.
- Strong understanding of the AI/ML ecosystem, including the infrastructure and tooling that ML engineering, LLMOps, and AI platform teams rely on.
- Highly organized and data-driven - comfortable owning a pipeline number and reporting against it weekly.
- Strong written and verbal communication skills; able to coordinate effectively with cloud partner field teams, AEs, and executive stakeholders.
- Self-starter who thrives in a fast-paced, high-ownership environment. Comfortable managing ambiguity and context-switching across multiple programs.
- Experience with Salesforce CRM and familiarity with PRM platforms (e.g., Suger, Crossbeam) is a strong plus.
Bonus Points (but not required!)- Prior experience working directly at or with AWS, Google Cloud, or Microsoft Azure in a partner, alliances, or field role.
- Hands-on experience with cloud marketplace programs: AWS ISV Accelerate, MCCP, GCP Build, Azure IP Co-Sell.
- Familiarity with AI/ML observability, MLOps, LLMOps, or AI agent frameworks.
- Experience directing or collaborating with BDR/SDR resources in a partner-influenced outbound motion.
- Background managing MDF cycles, invoice submissions, and cash claim processes with cloud hyperscalers.
The estimated annual salary and variable compensation for this role is between $180,000 - $220,000 USD, plus a competitive equity package. Actual compensation is determined based upon a variety of job related factors that may include: transferable work experience, skill sets, and qualifications. Total compensation also includes a comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support.
