Partner Alliance Manager

Job Summary

Partner Alliance Manager is required to drive revenue with Hyperscaler partners (AWS, Microsoft Azure, Google Cloud, OCI) focused on segments of partners (SI, MSP, Distribution, VAR) and customers - midmarket to large enterprises. This role is measured on partner sourced and co-sell pipeline, net new enterprise wins, and ARR growth from Hyperscaler motions and cloud marketplaces.

• Own revenue and pipeline targets for a portfolio of hyperscaler partners (AWS, Azure, Google Cloud, OCI) and be accountable for partnersourced and influenced deals into enterprise accounts. This includes incentives paid to Core Stack.
• Build and execute joint business plans with hyperscaler partner teams
  , including annual and quarterly targets, focus segments, sales plays, and named account strategies for Core Stack Fin Ops, Sec Ops, and Cloud Ops solutions.
• Drive lead and sales generation via hyperscaler programs and routes to market: co-sell, marketplace listings, Well-Architected and Fin Ops assessments, solution plays, and funded demand-generation activities.
• Create and operationalize repeatable “sell-with” motions with hyperscaler field sellers (account teams, partner development managers, solution specialists) that result in qualified opportunities and joint customer meetings
• Manage a structured partner pipeline
  : log and track partner-originated opportunities, maintain accurate forecasts, and lead regular deal reviews with Core Stack enterprise AEs and hyperscaler field teams.
• Increase disproportionate mindshare towards Core Stack across hyperscaler organizations by delivering ongoing sales enablement, “why Core Stack vs. native tools” sessions, and field-facing content tailored to Fin Ops and multi-cloud governance use cases.
• Coordinate with Core Stack and hyperscaler marketing teams to execute co-branded campaigns, events, and digital programs focused on cost optimization, governance, and risk reduction for multi-cloud enterprises.
• Align closely with hyperscaler marketplace teams to package, position, and optimize Core Stack offerings on marketplaces to shorten procurement cycles and accelerate deal closure.
• Engage and influence cloud, Fin Ops, and security leaders in joint customer accounts, articulating business outcomes such as cost savings, policy-driven governance, and improved security posture
• Provide structured feedback from hyperscalers and customers back to Core Stack product, GTM, and leadership teams to refine offerings, sales plays, and competitive positioning.

• 2–5+ years in partner-facing, alliances, or channel sales roles in cloud/SaaS, with a strong track record of meeting or exceeding revenue and pipeline-generation goals
• Direct, hands‑on experience working with at least two hyperscalers (AWS, Azure, Google Cloud, OCI) in co-sell, marketplace, or partner-led enterprise motions.
• Strong understanding of cloud economics, Fin Ops, cloud cost optimization, and/or cloud governance
  , and ability to link these to tangible enterprise outcomes (spend reduction, compliance, security, productivity).
• Demonstrated success building and executing joint GTM plans with hyperscalers, including campaigns, assessments, workshops, and solution plays that create net-new demand.
• Proven ability to manage complex, multi-threaded enterprise opportunities with hyperscaler field teams, from early-stage qualification through technical validation and commercial negotiation.
• Experience engaging Fin Ops practitioners, cloud governance leaders, or cloud finance teams in both high-growth startups and more established enterprises, and mapping solutions to the Fin Ops Foundation framework and FOCUS-aligned reporting.
• Strong pipeline discipline and proficiency with CRM tools to manage partner deals, forecast accurately, and report on sourced vs. influenced revenue.
• Existing relationships with hyperscaler partner development managers, industry teams, and field sellers in priority regions or verticals (e.g., regulated industries, tech, manufacturing)

• Experience working with one or more Fin Ops / cloud cost management platforms (for example: Apptio Cloudability, Cloud…