Alliance Specialist – Cloud Hyperscalers

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.
  

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.
  

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.
  

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.
  

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.
  

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.
  

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.