Alliance Partnership Manager

Alliance Partnership Manager

The role involves expanding go-to-market collaboration with strategic technology alliance partners plus an additional strong focus on growing revenue through the AWS and Azure Marketplaces.

What You Will Do

Drive measurable revenue growth via co-selling, co-marketing, and referral programs with key technology alliance partners.

Craft compelling partner messaging in tandem with Product Marketing.

Collaborate cross-functionally with Sales, Marketing, and Partner teams to align alliance activities with regional go-to-market strategies.

Execute on cloud alliance strategy with key hyperscalers, including AWS and Microsoft, to drive joint business outcomes.

Cultivate and manage strategic executive and field-level relationships with AWS, Microsoft, and other technology alliance partners to foster trust and long-term collaboration.

Drive co-sell and co-marketing initiatives that accelerate revenue through AWS and Azure Marketplaces, including private offers and joint go-to-market campaigns with resellers and aligned technology alliance partners.

Track, report, and exceed AWS and Azure Marketplace revenue goals, ensuring alignment with broader sales targets.

Lead co-sell enablement efforts across regional sales teams, including training, joint planning sessions, and alignment workshops.

Represent the company in joint business reviews, partner summits, and strategic regional cloud events to strengthen visibility and partner alignment.

Manage AWS ACE pipeline reporting, ensuring visibility, alignment, and collaborative execution between AWS and Sophos field teams.

Oversee AWS incentive programs, securing funding approvals and guiding internal stakeholders on credit utilization and program compliance.

What You Will Bring

4+ years experience in cloud and / or technology alliances.

Exceptional ability to build relationships with alliance partner sales teams.

Deep understanding of AWS and Microsoft ecosystems, especially Marketplace programs.

Proven success managing complex partnerships and driving measurable revenue impact.

Strong communication, collaboration, and cross-functional influence skills.

Ability to take initiative and work autonomously in a fast-paced, global environment.

Preferred Qualifications :

Experience with AWS CPPO, Microsoft Commercial Marketplace, or private offers.

Prior work with ISVs or SaaS companies scaling through hyperscaler alliances.

Channel sales experience.