Cloud Alliance Manager

InterSystems•Boston, MA

About The Position

As the Cloud Alliances Manager – North America, you will be responsible for defining the joint GTM strategy with top cloud partners. You will execute on this strategy in order to drive revenue growth through these partners, primarily with Amazon Web Services (AWS) and Google Cloud. This is a sales-oriented role focused on strategy, pipeline creation, co-sell execution, and marketplace-driven revenue. You will work closely with cloud partner industry and field teams and internal sales to identify, develop, and close joint opportunities, leveraging cloud programs such as co-sell and marketplaces. Success in this role requires deep experience navigating cloud ecosystems, influencing joint sales motions, and driving measurable revenue outcomes in a fast-paced, competitive environment.

Requirements

Direct experience working with Amazon Web Services and/or Google Cloud as strategic partners, with a strong understanding of their go-to-market and co-sell motions
Bachelor’s degree in Business, IT, or a related field
5+ years of experience in alliances, partner sales, cloud partnerships, or business development in enterprise software
Proven track record of driving revenue through cloud partnerships or co-sell motions
Strong understanding of cloud GTM models, including co-sell and marketplace selling
Strong deal strategy, negotiation, and closing skills
Demonstrated ability to influence cloud sellers and executive stakeholders
Excellent communication and commercial storytelling skills
Willingness to travel as needed

Nice To Haves

Experience in healthcare or regulated industries
Familiarity with cloud marketplace constructs (private offers, SaaS contracts, consumption models)
Experience working in ISV + cloud co-sell environments
Understanding of data platforms, interoperability, or analytics solutions

Responsibilities

Define the joint GTM strategy with AWS and Google Cloud
Build and manage strategic relationships with AWS and Google Cloud field sellers, partner teams, and industry leaders (e.g. Healthcare & Life Sciences, Financial Services etc.)
Develop joint sales plays and “better together” plans to drive aligned pipeline and revenue growth
Establish InterSystems as a priority partner within cloud ecosystems
Own and drive cloud-sourced and cloud-influenced pipeline and revenue
Actively engage in deal strategy, qualification, and execution alongside cloud partner sellers and internal sales teams
Be accountable for pipeline growth, closed-won revenue, and new logo acquisition through cloud channels and partnerships
Lead joint co-sell motions leveraging programs such as AWS ACE and Google Cloud Co-Sell
Drive adoption of cloud marketplaces (e.g., AWS Marketplace, Google Cloud Marketplace) to accelerate deal velocity and consumption
Structure and support marketplace transactions, including private offers and consumption alignment
Develop and execute joint GTM plays and industry use cases with cloud partners
Produce assets (solution briefs, enablement materials, business plans) that support the joint GTM strategy
Align closely with sales teams to generate demand and accelerate pipeline
Lead regular pipeline reviews and deal inspections with cloud partners
Partner closely with internal Product and Marketing stakeholders to align on cloud strategy, marketplace readiness, and co-sell motions
Collaborate with internal product teams responsible for cloud partner programs, funding, and incentives to ensure alignment with revenue objectives
Work with direct sales and sales engineering teams to win deals and accelerate sales cycles
Act as the internal voice of the cloud partners, ensuring field and product alignment on priorities and opportunities