Head Of Cloud Alliances & Partnership

Zesty•San Mateo, CA

6d•Remote

About The Position

Zesty is at a point where partners aren’t just a channel - they’re a core part of how we grow and deliver value. We’re looking for someone to own that motion end-to-end and help shape what that looks like at scale.

Requirements

10+ years in channel/partnerships, with at least 3 years owning a partner revenue number
Experience in a high-growth SaaS startup
Proven track record growing MSP/VAR partnerships in the cloud ecosystem - from pipeline to closed ARR
Deep relationships in the AWS and/or Azure partner networks
Has built GTM motions, not just managed them
Comfortable being the only person in the room who owns the partner P&L - no safety net
Sharp commercial instincts: you negotiate, influence, and close
Native-level English - written and verbal

Nice To Haves

K8s domain knowledge
FinOps or cloud cost management domain knowledge

Responsibilities

Partner-sourced ARR - you set the targets, you hit them
Recruitment and activation of MSPs, VARs, SIs and resellers in the AWS/Azure/GCP ecosystem
Full partner lifecycle: from first conversation to a live, revenue-generating GTM motion
Joint pipeline with each partner - you build it, track it, and own the number
Go-to-market strategy per partner segment - not a template, a real playbook
Cloud alliance
Executive relationships at partner organizations - you’re their Zesty counterpart
Tight collaboration with Sales, Marketing, and RevOps to convert partner pipeline into closed revenue