About the Role

We're hiring a Partnerships Lead to drive revenue through our cloud and AI partner ecosystem. This is

a sales-oriented alliances role - we need someone who has already built relationships with Field

Sales Reps (FSRs) and Account Executives at Google Cloud, AWS, or Azure, and has a track record

of converting those relationships into closed deals. You'll shape how we approach partnership-led

sales strategically, not just manage program operations.

What You'll Do

- Build and leverage relationships with FSRs and Account Executives at Google Cloud, AWS, and

Azure to generate qualified pipeline

- Drive co-sell motions end-to-end - from partner-sourced lead to closed deal

- Define and execute our partnership-led sales strategy, advising leadership on where and how to

prioritize partner channels

- Identify and pursue joint-selling opportunities with hyperscaler account teams

- Represent the company in partner-facing sales conversations and deal reviews

- Track partner-sourced pipeline and revenue, and report on channel performance to leadership

- Work around partner-led sales incentives, collaborating with external partnership teams for

funding initiatives

- Expand our footprint within the Google Cloud, AWS, and Azure partner ecosystems by building

new FSR/AE relationships

What You Need

- 4–10 years of direct experience in partnership/alliance roles within the cloud ecosystem

- Demonstrated track record of closing multiple deals through Google Cloud, AWS, or Azure

partner networks

- Established relationships with FSRs and Account Executives at one or more hyperscalers





- Robust understanding of co-sell motions, deal registration, and partner-sourced pipeline

management

- Ability to advise leadership on partnership-led go-to-market strategy, not just execute existing

programs

- Strong sales acumen and comfort owning revenue-linked outcomes

- Excellent relationship-building and stakeholder communication skills

- Experience working with Partner Development Managers/Executives in AI-first partner

ecosystems like Anthropic and OpenAI

- Experience with partner certification programs (Anthropic Claude Partner Network, AWS APN,

Azure, GCP)

Who You Are

- A relationship-first operator who can open doors within hyperscaler sales teams

- Commercially minded - you think in terms of pipeline, deal velocity, and closed revenue

- A strategic thinker who can shape how the company approaches partnership-led sales, not just

follow a playbook

- Comfortable operating with high autonomy and ownership of outcomes

Skills

Partner Sales, Co-sell, Channel Partnerships, Google Cloud Partner Network, AWS Partner Network,

Microsoft Azure Partner Network, Deal Registration, Pipeline Management, Strategic Alliances, GTM

Strategy

What We Offer

- Competitive compensation

- Flexible work environment

- Paid holidays & flexible time off

- Medical insurance (Self & Family)

- Ownership of a high-visibility, revenue-driving partnerships function

- Exposure to leading cloud and AI ecosystem programs (AWS, Anthropic, Azure, GCP, OpenAI)

- A culture that values clarity, integrity, and continuous growth

📌 Partnerships Lead – Sales & Alliances Cloud & Ai Ecosystem (Race Course)
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📍 Race Course