Partner Alliance Manager – Cloud

Pigment

Partner Alliance Manager at Pigment negotiating cloud partnerships and driving revenue growth for AI-driven business planning software.

Posted 6/15/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSeniorWebsite

Tech Stack

Tools & technologies

AWSCloudGoogle Cloud Platform

About the role

Key responsibilities & impact

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.
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.
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.
Performance & Stakeholder Management: Monitor partner health and performance (certifications, adoption, engagement) while facilitating ongoing stakeholder alignment through territory planning and executive-level business reviews.
Program Optimization: Identify and operationalize new cloud programs, credits, and funding opportunities to maximize the partnership's impact.
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.

Requirements

What you’ll need

6+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing GCP and/or AWS partnerships
A proven history of significantly scaling partnerships between cloud providers (preferably GCP or AWS) and a software/SaaS company
Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals
Experience with cloud marketplace transactions and programs (GCP/AWS Marketplace, MPPO, CPPO etc.)
Experience with marketplace GTM platforms and referral automations
Strong operational discipline, you can manage a pipeline, track partner activity, and communicate results clearly to internal stakeholders
Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations
Existing relationships at GCP or AWS (ISV team, field sellers, or marketplace teams)
Strong interpersonal skills and comfort working with cross-functional teams
Strong relationship building skills and excellent listening, probing, questioning and negotiating skills
Strong executive presence, comfort presenting, and ability to manage up
Prior experience in the EPM/FP&A space a plus
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

Benefits

Comp & perks

Equal opportunity employer
Conducts background checks compliant with laws
Diversity and inclusion commitment

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

cloud alliancespartner salesbusiness developmentGCPAWSco-sell motionscloud marketplace transactionsmarketplace GTM platformsreferral automationsEPM/FP&A

Soft Skills

operational disciplinecommunication skillsrelationship-building skillsinterpersonal skillsexecutive presencenegotiating skillsadaptabilitycross-functional collaborationstakeholder managementstrategic thinking