Alliance Manager - Hyperscalers for Mid Market Partnerships

Location: Noida

Experience: 12+ years

Works with: Existing Hyperscaler relationship leads, Mid-Market sales leadership, Service Line and Delivery teams, Marketing, Partner Operations

About the role

We are looking for a seasoned Alliance Manager to deepen our existing relationships with the hyperscalers — AWS, Microsoft Azure and Google Cloud — with a sharp, singular focus on the mid-market and SMB/SMG segment in India.

This is not a role about signing new partnerships. The relationships already exist and are managed by dedicated relationship heads. Your job is to take those relationships and convert them into measurable business in a segment that most GSI–hyperscaler motions under-serve.

Enterprise co-sell machinery does not translate cleanly to mid-market: deal sizes are smaller, cycles are faster, the hyperscaler field teams are different (SMB/SMC/Digital Native/Corporate rather than Enterprise), and the incentive and funding programs that apply are a different set entirely.

You will own that translation. You will work inside the existing alliance structure, plug into the hyperscalers' mid-market field organizations in India, unlock the right programs and funding, and build a repeatable joint-selling motion that produces pipeline and revenue for our services on their platforms.

Success in this role is measured by outcomes in the mid-market segment, not by activity in the alliance.

What you'll do

Own the mid-market hyperscaler motion

•Build and execute a joint GTM plan with each hyperscaler specifically mid-market and SMB/SMG segment in the USA, the UK and Ireland, aligned to their fiscal year planning cycles.

•Map and maintain relationships across the hyperscalers' mid-market ecosystem -Partner Development Managers/Specialists, SMB and Corporate segment sales leaders, inside sales and digital sales teams, territory account managers, specialist sellers, and partner marketing.

•Identify where our service offerings, accelerators and IP fit the segment, and package them into repeatable, priced, sellable plays rather than bespoke proposals.

•Drive partner-sourced and partner-influenced pipeline: work the hyperscaler field for introductions, joint account planning, and co-sell opportunities at scale.

Navigate the programs and funding

•Develop working command of the mid-market-relevant programs across all three hyperscalers and pull them actively rather than reactively. Illustratively:





o AWS — AWS Partner Network tiers and competencies, Migration Acceleration Program (MAP), Partner Opportunity Acceleration funding, MDF, ISV Accelerate, Marketplace listings and private offers, SMB/Digital Native segment motions.

o Microsoft — Microsoft AI Cloud Partner Program, Solutions Partner designations, Azure Migrate & Modernize and Innovate & Modernize (AMM/AIM), ECIF, co-sell and IP co-sell ready status, Marketplace and multiparty private offers, the SMC-Corporate and SMB segment structure, CSP motions.

o Google Cloud — Partner Advantage, delivery and expertise designations, partner incentives and funding, Marketplace, and Corporate/SMB segment engagement models.

•Secure and deploy partner funding, MDF and incentives to seed mid-market demand generation and proof-of-concept work; own the utilisation and reporting of that funding.

•Ensure we hold and maintain the certifications, competencies and designations that unlock segment-specific incentives and field preference.

•Get our offerings listed, transactable and discoverable in the relevant marketplaces, and drive marketplace as a route to market for mid-market deals.

Make joint selling work in practice

•Create the operating rhythm: joint pipeline reviews, QBRs, territory-level cadence with hyperscaler mid-market sales managers, and escalation paths that work.

•Enable both sides — train our sales teams on hyperscaler programs and co-sell mechanics; train hyperscaler sellers on what we do and why we're the right partner for a mid-market customer.

•Drive joint demand generation with marketing: campaigns, workshops, assessments, industry events, and co-branded assets aimed at mid-market buyers.

•Work opportunities through to close alongside our sales teams, bringing the hyperscaler in at the right moment with the right funding and the right sponsor.

•Keep the data honest: accurate prospect registration and tagging in partner portals (Partner Central, Partner Center, Partner Advantage) and clean reporting back into the business.

Operate inside the alliance structure





•Partner closely with the existing hyperscaler relationship heads and their teams — you are an extension of that team with a segment mandate, not a parallel track.

•Feed mid-market insight, friction and asks upward into the global and India-level alliance conversations so segment needs are represented in annual planning and commitments.

•Represent us credibly with hyperscaler leadership in India on everything concerning the mid-market segment.

Required qualifications

12+ years of total experience, with a substantial portion in cloud alliances, partner management, channel, or cloud-focused business development.

•Direct, hands-on experience managing one or more hyperscaler relationships (AWS, Microsoft Azure, or Google Cloud) from within a GSI, SI, consulting firm or large services organisation — you understand the GSI side of the table, not just the vendor side.

•Demonstrated understanding of how hyperscalers organise, segment and incentivise their partner ecosystem, including the structural differences between Enterprise and mid-market/SMB/SMC motions.

•Practical, working knowledge of hyperscaler partner programs, funding mechanisms, competencies and co-sell processes — including having personally secured and deployed partner funding.

•A track record of driving measurable revenue or pipeline outcomes through a partnership, not only managing the relationship. You should be able to talk through specific numbers you were accountable for.

•Experience selling or enabling the sale of services (migration, modernisation, data, AI, managed services) on a hyperscaler platform.

•Strong existing network within at least one hyperscaler's India organisation.

•Experience working with mid-market or SMB customers, or with the sales motions that serve them.

•Bachelor's degree; MBA or equivalent preferred.

Preferred qualifications

•Relationships spanning more than one hyperscaler

•Hyperscaler certifications (AWS Cloud Practitioner / Solutions Architect Associate, Microsoft AZ-900 or above, Google Cloud Digital Leader or equivalent).

•Experience with cloud marketplaces as a transaction channel, including private offers and multiparty private offers.

•Prior experience standing up a new segment, region or motion inside an existing partnership.

•Familiarity with partner operations tooling and CRM hygiene at scale.

•Exposure to hyperscaler fiscal-year planning and commitment-setting processes.

📌 Alliances Manager (Noida)
🏢 HCLTech
📍 Noida