The Impact You Will Have:We are seeking a highly experienced and strategic Global Alliance Leader to manage and significantly expand our partnership with Strategic Cloud Providers. This critical role will be responsible for defining the joint go-to-market strategy, driving co-sell revenue, and managing all aspects of the alliance, including sales enablement, technical integrations, and executive alignment. The successful candidate will possess a deep understanding of the AWS, Azure and Google Cloud ecosystems, a proven track record of growing a multi-million dollar alliance, and exceptional cross-functional leadership skills.
What You Will Do Daily:Strategic Leadership and Partnership Management- Develop and execute a comprehensive, global strategic plan for the AWS, Azure and Google alliances, focusing on revenue growth, product integration, and market expansion.
>- Establish and maintain strong executive relationships within AWS, Azure and Google ensuring alignment on business objectives and joint roadmaps.
>- Lead quarterly business reviews (QBRs) and executive steering committee meetings with AWS, Azure and Google leadership.
>- Identify and prioritize strategic white space opportunities for joint solutions and offerings.
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Go-to-Market (GTM) and Revenue Generation- Drive aggressive co-sell revenue targets by working closely with our global sales teams, Partner Development Managers (PDMs), and field sales teams.
>- Develop and implement joint GTM programs, including field sales training, solution launches, and marketing campaigns.
>- Oversee the effective utilization of partner programs, including AWS Marketplace, Azure Marketplace and Google Marketplace ensuring maximum return on investment.
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Cross-Functional Collaboration- Collaborate with Product Management and Engineering to define and execute joint product roadmaps and technical integrations (e.g., specific AWS, Azure and Google services).
>- Partner with Sales Enablement to create and deliver world-class training materials for internal sales teams and AWS, Azure and Google counterparts.
>- Work with Marketing to develop compelling joint messaging, case studies, and demand generation programs.
>- Manage communication and reporting of the alliance's performance to internal stakeholders, including the Executive Leadership Team.
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The Experience You Will Need:- 10+ years of experience in business development, alliances, or partner management in the enterprise software or cloud industry.
- 5+ years of direct experience managing a global, strategic alliance with AWS.
- Proven track record of driving significant, measurable co-sell revenue growth (multi-million dollar/year) through the cloud provider ecosystem.
- Deep expertise in the cloud provider model, including programs like AWS, Azure and Google Marketplaces, Co-Sell motions, and Partner Funding programs.
- Exceptional executive-level communication and presentation skills.
- Strong business acumen and financial modeling capabilities (forecasting, ROI analysis).
- Ability to lead and influence cross-functional teams without direct reporting authority.
- Proven ability to negotiate complex agreements and commercial terms.
- Familiarity with cloud-native architectures, DevOps practices, and enterprise security or development lifecycle solutions is highly desirable.
Why You Will Love It Here:- Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!).
- Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.
- We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
- We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
- As the leader in our field, our products and services are as strong as our internal team members.
- We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.
Benefits of Working With Sonar:- Flexible comprehensive employee benefit package that is 90% paid by the company.
- We encourage usage of our robust time-off allocations.
- We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
- Generous discretionary Company Growth Bonus, paid annually.
- Fully paid parking in the heart of downtown Austin, Texas.
- Global workforce with employees in 20+ countries representing 35+ unique nationalities.
- We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.
