Strategic Alliance Manager; AWS & GCP

Strategic Alliance Manager

We are seeking a high-impact Strategic Alliance Manager to own and scale our partnerships with major Hyperscalers (AWS and Google Cloud). As an AI-first consulting firm, our growth depends on deep integration with cloud ecosystems. You will be the bridge between our technical experts and the cloud providers' sales organizations, turning "badges" into revenue-generating engines. You will move beyond portal management to build genuine relationships with AWS/GCP field sellers, drive co-sell motions, and secure funding for our AI initiatives.

• Own the Relationship:
  Serve as the primary liaison for AWS and GCP Partner Development Managers (PDMs).
• Tier Progression:
  Lead the strategy to advance our partner tier status (e.g., AWS Advanced Tier, GCP Premier Partner) by managing certifications, case studies, and revenue thresholds.
• Specializations:
  Drive the acquisition of high-value competencies, specifically AWS Generative AI Competency and Google Cloud AI/ML Specializations, to differentiate our firm in the market.
• Well aware of Partner portal and funding aspects of partner central and partner advantage portal
• Pipeline Generation:
  Proactively map our accounts with AWS/GCP territory managers to identify joint opportunities.
• Deal Registration:
  Manage the "ACE" (AWS) and "Partner Advantage" (GCP) portals to register deals, ensuring we receive co-sell credit and visibility.
• Marketplace Management:
  Own our listings on AWS Marketplace and Google Cloud Marketplace. Operationalize "Private Offers" (CPPO) to streamline procurement for our clients.
• Funding for POC, MDF and other funding buckets including MPOPP, PSF.
• Field Alignment:
  Train our consulting sales team on how to leverage cloud partners to close deals faster (e.g., "How to ask AWS for funding on this project").
• Funding Execution:
  Expertly navigate partner funding programs (e.g., AWS MAP, POC funding, MDF) to subsidize client pilots and increase win rates.
• Success Stories:
  Collaborate with our delivery team to package client wins into "Public References" required by hyperscalers.
• Competency, Funding and Marketing and MDF strategy.

• Experience:
  
  5+ years of direct experience in Alliance Management and Partner management within the cloud ecosystem.
• Ecosystem Fluency:
  Deep understanding of AWS APN (ACE Global co-sell, MAP program) and Google Cloud Partner Advantage program nuances.
• Service-Sales Mindset:
  You understand the difference between selling a SaaS product and selling consulting services (time-and-materials / project-based work).
• Bias for Action:
  You don't just wait for leads; you hunt down the right Account Executive at AWS/GCP and pitch our value proposition.

• Partner-Sourced Revenue:
  Revenue closed where the partner introduced the lead.
• Partner-Influenced Revenue:
  Deals where partner funding or support helped close an existing lead.
• Funding Secured:
  Total dollar amount of MDF/POC credits secured for client projects.
• Marketplace Transact:
  Volume of revenue routed through Cloud Marketplaces.

• Cloud Certifications (e.g., AWS Cloud Practitioner, Google Digital Leader).
• Experience specifically with GenAI or Data Analytics consulting firms.
• Existing rolodex of contacts within AWS Pro Serve or GCP Sales.