Pigment
Partner Alliance Manager - Cloud
US · Senior
Sponsorship not specifiedDetected 38 days ago
SnowflakeAWSGCPStakeholder ManagementBusiness DevelopmentFP&APerformance ManagementCommunicationCollaborationPublic Speaking
About the role
- With a team of 600+ across Paris, London, New York, Toronto, San Francisco and Austin, we've raised nearly $400M from top-tier investors and were named a Visionary in the 2024 Gartner® Magic Quadrant™ for Financial Planning Software.
- This role is remote with an expectation of 30% travel.
- This may include verification of employment history, education, and, where legally permitted, criminal records.
Responsibilities
- Lead Cloud Alliance Strategy: Act as Pigment's dedicated alliance lead for GCP (and future providers), owning the relationships, revenue motions, and end-to-end co-sell execution to drive measurable pipeline.
- Manage Marketplace & Operations: Own GCP Marketplace presence end-to-end-including ACE hygiene, program enrollment, and marketplace integration platform management-to ensure operational compliance and seamless deal flow.
- Pipeline & Sales Acceleration: Drive sourced and influenced revenue by coordinating joint account planning, opportunity registration, and partner-led sales motions with cloud field teams.
- Cross-Functional Collaboration: Partner closely with Sales, Solutions Consultants, Marketing, and Partner teams to enable field teams on partner capabilities and execute co-branded campaigns that strengthen market positioning.
- Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals
- Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations
- Strong relationship building skills and excellent listening, probing, questioning and negotiating skills
- Strong executive presence, comfort presenting, and ability to manage up
- Experience operating in a startup or high-growth environment where structure is limited and you're expected to build the playbook, not just run it
- Ability to adapt to a rapidly changing product and respond strategically to partner needs
Requirements
- A proven history of significantly scaling partnerships between cloud providers (preferably GCP or AWS) and a software/SaaS company
- Experience with cloud marketplace transactions and programs (GCP/AWS Marketplace, MPPO, CPPO etc.)
- Experience with marketplace GTM platforms and referral automations
Nice to have
- 6+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing GCP and/or AWS partnerships
- Prior experience in the EPM/FP&A space a plus
Skills
- Identify and operationalize new cloud programs, credits, and funding opportunities to maximize the partnership's impact.
Benefits
- Monitor partner health and performance (certifications, adoption, engagement) while facilitating ongoing stakeholder alignment through territory planning and executive-level business reviews.
- Drive Partner Ecosystem Growth: Develop and execute strategic business plans to achieve pipeline, revenue, and delivery goals, including recruiting and managing strategic consulting partners to expand market coverage.
- Product Innovation: Collaborate with product, engineering and technical stakeholders to drive co-innovation and cloud provider integration roadmap for the benefit of our joint customers.
Company info
- We conduct background checks as part of our hiring process, in accordance with applicable laws and regulations in the countries where we operate.
- We are committed to enabling everyone to feel included and valued at the workplace.
Equal opportunity
- Pigment is an equal opportunity employer.
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This listing is sourced directly from Pigment's careers page and normalized into a canonical job model.