AWS Alliance Sales Manager

Cloud cost management is one of the biggest challenges organizations face today. As cloud adoption continues to accelerate, so do the complexities and costs associated with it — and macroeconomic conditions only increase pressure to prove cloud efficiency. That’s why we built CloudZero: a SaaS platform at the intersection of next-generation cloud cost management and FinOps. CloudZero ingests billing and usage data from all cloud, SaaS, and PaaS providers, organizes it in real time according to our customers’ business structures, lets customers view it at any level of time or resource granularity, and ultimately empowers them to make more informed business decisions.

Since our founding in 2016, our mission has been to make efficient innovation a reality for every cloud-driven organization. At CloudZero, we believe every engineering decision is a buying decision, yet the cost conversation often bypasses the engineers who drive those determinations. To solve this, we’ve built a dynamic, single-page application that answers the complex, data-heavy questions every cloud-based organization needs to ask if they want to grow their company profitably.

To date, we’ve raised over $52 million from leading venture capital firms across the country. We’re solving problems of massive scale, business importance, and complexity in a space that needs it more than ever. We’re growing rapidly and would love for you to be a part of it!

About the Role:
The AWS Alliance Partner Development Manager at CloudZero will be responsible for nurturing and expanding the partnership with Amazon Web Services (AWS). This role involves supporting and driving go-to-market and co-sell activities, building relationships with AWS account teams, and driving new AWS-referred opportunities. The ideal candidate should have over two years of experience in a partner-facing role, one year managing an AWS partnership, and a strong understanding of cloud technologies and the AWS ecosystem. 

Responsibilities:

• Support GTM and co-sell activities across all CloudZero sellers through events and joint sales initiatives.
• Assist CloudZero Account Executives in establishing new accounts by building relationships with AWS account teams and driving new AWS-referred opportunities.
• Grow and monitor the development of the AWS-sourced pipeline.
• Accelerate partner-related pipeline development through close collaboration with AWS and partner account teams.
• Ensure AWS-related opportunities are tracked and proactively guide account teams to manage them to completion.
• Support GTM activities to execute the CloudZero & AWS Joint Marketing Plan and track generated opportunities.
• Provide support for other cloud providers and technology partnerships as needed.
• Familiar with AWS APN, ACE, Marketing Central and other APN portals.

Requirements

• 2+ years in a partner-facing role in business development, strategic alliances, or channel sales at a SaaS organization.
• 1+ years of experience managing an AWS partnership at a high-growth SaaS company or working at AWS.
• 3 years experience quota carrying role.
• Experience opportunity pipeline creation and conversion to win with major cloud vendor.
• Experience in developing, managing, and executing GTM plans, both internally and in partnership with AWS & AWS partners.
• Professional experience at AWS and/or experience leading a strategic partnership with AWS is essential.
• Strong understanding of cloud technologies, marketplaces, and the AWS ecosystem.
• Excellent communication and interpersonal skills, with an understanding of regional differences.
• Proven ability to drive alliance partner relationships across a range of business activities such as engineering/product alignment, joint solution development, marketing, training/certification, and sales engagement.
• A background in sales/co-sell/influence sales is required, preferably in sales and revenue management.

Equal Opportunity Employer

CloudZero is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status or disability status. All job offers are contingent upon the candidate passing background and reference checks.