About The RoleWe seek an experienced Sr. Cloud Alliance Manager to own the overall management, health, and growth of G2's relationship with AWS. This role combines strategic alliance leadership, field engagement, pipeline development, partner-program execution, and operational rigor. The successful candidate will serve as the connective tissue across AWS, G2 sales and account teams, and G2 corporate functions to translate the partnership into revenue, differentiated capabilities, and repeatable go-to-market outcomes.
In This Role, You Will: - Lead the development and execution of G2's AWS partnership strategy, focused on scalable, repeatable revenue growth.
- Cultivate deep relationships with key stakeholders at both G2 and the AWS, fostering seamless communication and collaboration.
- Secure executive alignment across partner and internal stakeholders, including C-suite and product leaders.
- Identify and pursue co-selling opportunities to leverage the hyperscaler ecosystem and expand market reach.
- Activate internal sales teams on partner co-sell plays by enabling and coaching them directly.
- Build joint GTM plans with AWS industry verticals and regional PDM and sales field teams.
- Demonstrated success leveraging AWS partner programs (Co-Sell, MPOPP, POC funding, MDF, WMP, PRM) and systems (ACE Pipeline Manager, Partner Central) to drive pipeline and revenue outcomes.
- Serve as the primary link between AWS, G2 sales teams, and top strategic accounts, ensuring both sides get full value from the partnership on active deals.
- Champion the development and implementation of innovative technology integrations between G2 and the hyperscaler platform to deliver best-in-class solutions for customers.
- Work with product and engineering teams to align on integration priorities and advance a technically grounded partnership roadmap.
- Collaborate on joint marketing initiatives to generate demand and build awareness for combined offerings within the hyperscaler ecosystem.
- Manage the partner pipeline forecasting process and track performance for the region, providing accurate data to leadership for strategic decision-making and resource allocation.
- Track and analyze key performance indicators (KPIs) to measure the success of the alliance and identify areas for continuous improvement.
- Use AI and creative problem-solving to build workflows and tools that scale this program's co-sell motion and enablement, rather than relying on manual process.
- Stay informed about upcoming launches, product changes, and leadership shifts, sharing updates with G2 leadership.
Minimum Qualifications:We realize applying for jobs can feel daunting at times. Even if you don't check all the boxes in the job description, we encourage you to apply anyway.
- 5+ years of partnerships, integrations, or sales/account management experience.
- Proven track record of building and growing a successful partnership with AWS, including building GTM models.
- Experience in the AWS partner ecosystem is required today with expectation to expand ownership into GCP and Microsoft Marketplace partnerships as G2 expands its products marketplace presence and coverage.
- Proven experience building revenue growth and deal acceleration through a hyperscale marketplace.
- Strong presentation skills, business planning and sales forecasting.
- Excellent client-facing communication skills with a customer-focused mindset.
- Thrives in a collaborative environment with critical thinking and problem-solving abilities.
- Strong, driven decision-making and leadership capabilities.
- Experience managing high-profile partnerships with technology or marketplace partners.
What Can Help Your Application Stand Out:- B2B SaaS industry or digital marketing industry experience
- Experience managing partnerships with Microsoft Azure, AWS, Google Cloud/GCP, RedHat, CDW, SAP, etc.
- Working knowledge of hyperscaler co-sell programs to navigate multi-partner attach scenarios.
