The Director of Cloud Alliances will play a crucial role in nurturing and expanding CloudZero’s partnerships with Amazon Web Services (AWS), Google Cloud Platform (GCP), Microsoft Azure, and other key cloud partners. This leadership position is vital to the growth of our go-to-market (GTM) organization, offering numerous opportunities for leadership and visibility within the executive team. The role involves coordinating with CloudZero’s leadership teams, product, marketing, and sales, and managing anAlliance Management team to drive strategic partnerships and expand the CloudZero partner ecosystem.
Responsibilities
1. Strategic Partnership Development:
- Collaborate with the VP of Strategic Alliances, Business Development & Channel to define and execute the overall partner strategy, impacting revenue growth and expanding CloudZero’s partner ecosystem.
- Manage and nurture alliances with cloud providers (AWS, GCP, Azure) and other strategic partners, including go-to-market strategy, execution, and partner enablement.
2. Revenue Generation and Pipeline Development:
- Oversee and manage all efforts to expand channel-sourced and channel-accelerated pipeline through close relationships with partner sales teams.
- Drive new ARR opportunities through channel-sourced and channel-accelerated initiatives.
3. Team Leadership and Management:
- Lead and develop an AWS Alliance Manager, with the opportunity to continue to grow the team, providing mentorship, guidance, and support to achieve strategic objectives.
- Foster a collaborative and innovative team culture that aligns with CloudZero’s mission and values.
4. Market Expansion:
- Expand CloudZero’s reach into new markets and sectors by leveraging partner relationships.
- Focus on geographical and industry/vertical expansion, especially in regions and sectors where CloudZero lacks existing sales coverage.
5. Marketing and Joint Initiatives:
- Support GTM activities to execute joint marketing plans with cloud providers and track generated opportunities.
- Leverage partners’ industry recognition to amplify CloudZero’s message and voice through press releases, joint announcements, case studies, and geographic sales events.
6. Operational Excellence:
- Ensure all partner engagements are aligned with CloudZero’s principles of customer-centricity, strategic alignment, mutual growth, performance measurement, and trust.
- Establish metrics for regular performance evaluation and ensure trust and transparency in all partner interactions.
Requirements
- Experience:
- 10+ years of experience in strategic partnerships, alliances, or business development within the technology or cloud computing industry.
- 5+ years of experience managing, motivating and coaching people.
- Proven track record of driving revenue growth through strategic partnerships and alliances.
- Deep experience and comprehension of AWS partner programs, field structure and GTM strategies.
- Experience managing partnerships with one of the major cloud providers (GCP, Azure, Snowflake, Databricks, etc) is essential.
- Skills:
- Strong strategic thinking and analytical skills to identify and evaluate partnership opportunities.
- Excellent communication, negotiation, and relationship-building skills.
- Ability to collaborate effectively with internal and external stakeholders at all levels.
- Knowledge of cloud cost management, FinOps, and cloud-native technologies.
Additional Attributes:
- Leadership: Demonstrated leadership and team management skills to build and lead a high-performing partnerships team.
- Innovation: Ability to think creatively and strategically to develop innovative partnership models.
- Customer Focus: Strong commitment to improving customer experience and aligning partnerships with customer value.
- Results-Driven: Focused on achieving measurable outcomes and driving mutual growth and success through partnerships.
About CloudZero
Cloud cost management is one of the biggest challenges organizations face today. As cloud adoption continues to accelerate, so do the complexities and costs associated with it — and macroeconomic conditions only increase pressure to prove cloud efficiency. That’s why we built CloudZero: a SaaS platform at the intersection of next-generation cloud cost management and FinOps. CloudZero ingests billing and usage data from all cloud, SaaS, and PaaS providers, organizes it in real time according to our customers’ business structures, lets customers view it at any level of time or resource granularity, and ultimately empowers them to make more informed business decisions.
Since our founding in 2016, our mission has been to make efficient innovation a reality for every cloud-driven organization. At CloudZero, we believe every engineering decision is a buying decision, yet the cost conversation often bypasses the engineers who drive those determinations. To solve this, we’ve built a dynamic, single-page application that answers the complex, data-heavy questions every cloud-based organization needs to ask if they want to grow their company profitably.
To date, we’ve raised over $52 million from leading venture capital firms across the country. We’re solving problems of massive scale, business importance, and complexity in a space that needs it more than ever. We’re growing rapidly and would love for you to be a part of it!
Equal Opportunity Employer
CloudZero is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status or disability status. All job offers are contingent upon the candidate passing background and reference checks.
**Applicants must be authorized to work for ANY employer in the United States. We are unable to sponsor or take over sponsorship of an employment Visa at this time.**
Benefits
- Competitive salary and performance-based incentives.
- Comprehensive health, dental, and vision insurance.
- Flexible remote work options.
- Professional development opportunities and continuous learning.
- Collaborative and inclusive company culture.
