Alliance Specialist – Cloud Hyperscalers

Key Responsibilities

1. Cloud Hyperscaler Partnership Management

• Develop and maintain strong relationships with AWS, Microsoft, and Google partnership teams.

• Support negotiation and management of partnership agreements, program enrollments, and competency requirements.

• Coordinate participation in partner programs (e.g., AWS Partner Network, Microsoft Partner Program, Google Cloud Partner Advantage).

• Track and maintain compliance with partner tier requirements, certifications, training, and business metrics.

2. Ecosystem Vendor Collaboration

• Build and sustain relationships with key ecosystem vendors (e.g., Databricks, Snowflake, RedHat, HashiCorp, security ISVs).

• Identify opportunities for joint solutioning and co‑selling with ecosystem partners.

• Support integration of partner technologies into internal offerings.

3. Joint Go‑to‑Market & Co‑Selling

• Support planning and execution of joint GTM initiatives with AWS, Azure, and GCP.

• Assist with co‑selling motions, pipeline building, and partner‑sourced opportunity management.

• Support joint campaigns, webinars, solution briefs, and partner events.

• Prepare GTM materials, pitch decks, and capability statements tailored to each hyperscaler.

4. Customer Success & Cloud Adoption

(Added per your request — now a core responsibility)

• Work with customer success, delivery, and sales teams to drive adoption of hyperscaler cloud services within customer accounts.

• Track customer cloud consumption, usage growth, and adoption metrics across AWS, Azure, and GCP.

• Identify upsell/cross‑sell opportunities that align with partner incentives, funding programs, or consumption targets.

• Help customers unlock value from cloud investments through partner programs, funding, and technical resources.

5. Rebates, Incentives & Funding Optimization

• Manage tracking, documentation, and submission for:

  • Partner rebates

  • MDF (Market Development Funds)

  • Incentive programs

  • Co‑op funds

  • Proof‑of‑Concept or Migration funding (MAP, FastTrack, GCP Funding)

• Ensure the business maximizes rebates and incentives based on customer activity and consumption targets.

• Report regularly on revenue impact, forecasted rebates, and earned incentives.

6. Operational Excellence & Reporting

• Maintain dashboards to track partner performance, certifications, pipeline, rebates, and key KPIs.

• Improve internal processes for alliance engagement, opportunity registration, and partner reporting.

• Support quarterly business reviews with hyperscalers and internal leadership.

7. Internal Enablement

• Educate sales, delivery, and technical teams on:

  • Hyperscaler partner programs

  • Funding opportunities

  • Co‑sell processes

  • Incentive structures

• Promote internal adoption of partner-aligned solutions and programs.

Knowledge, Skills & Attributes

• Strong understanding of AWS, Azure, and GCP partner programs, incentives, and GTM motions.

• Excellent relationship‑building and negotiation skills.

• Strong analytical skills and business acumen.

• Ability to work collaboratively across sales, marketing, delivery, and customer success teams.

• Excellent verbal, written, and presentation skills.

• Ability to navigate ambiguity and execute in fast‑changing environments.

• Strong project management skills and attention to detail.

Qualifications

• Bachelor’s degree in Business, IT, Computer Science, or a related field.

• Additional advantage: familiarity with cloud certifications (even foundational) across AWS, Azure, or GCP.

Experience

• Experience in alliance management, partner programs, channel sales, or cloud GTM roles—preferably in a tech or IT services environment.

• Experience working with hyperscaler programs or cloud‑centric partnerships is a strong advantage.

• Proven ability to support programs that generate revenue, cloud consumption, or partner incentives.