Partner Alliance Manager - Cloud

Pigment

3d•Remote

About The Position

Pigment is seeking a Partner Alliance Manager - Cloud to define and execute its global cloud partner strategy. This role involves collaborating with local and global leaders to drive partner sales, build trusted relationships, and develop pipeline to exceed quota. The company is a fast-growing SaaS platform focused on AI-powered business planning and performance management, used by industry leaders like Unilever and Siemens. Pigment has a global team, significant funding, and was recognized in the Gartner® Magic Quadrant™ for Financial Planning Software. The company culture values smart risks, bold ideas, and teamwork.

Requirements

6+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing GCP and/or AWS partnerships
A proven history of significantly scaling partnerships between cloud providers (preferably GCP or AWS) and a software/SaaS company
Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals
Experience with cloud marketplace transactions and programs (GCP/AWS Marketplace, MPPO, CPPO etc.)
Experience with marketplace GTM platforms and referral automations
Strong operational discipline, you can manage a pipeline, track partner activity, and communicate results clearly to internal stakeholders
Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations
Existing relationships at GCP or AWS (ISV team, field sellers, or marketplace teams)
Strong interpersonal skills and comfort working with cross-functional teams
Strong relationship building skills and excellent listening, probing, questioning and negotiating skills
Strong executive presence, comfort presenting, and ability to manage up
Experience operating in a startup or high-growth environment where structure is limited and you're expected to build the playbook, not just run it
Ability to adapt to a rapidly changing product and respond strategically to partner needs

Nice To Haves

Prior experience in the EPM/FP&A space a plus

Responsibilities

Act as Pigment’s dedicated alliance lead for GCP (and future providers), owning the relationships, revenue motions, and end-to-end co-sell execution to drive measurable pipeline.
Develop and execute strategic business plans to achieve pipeline, revenue, and delivery goals, including recruiting and managing strategic consulting partners to expand market coverage.
Own GCP Marketplace presence end-to-end—including ACE hygiene, program enrollment, and marketplace integration platform management—to ensure operational compliance and seamless deal flow.
Drive sourced and influenced revenue by coordinating joint account planning, opportunity registration, and partner-led sales motions with cloud field teams.
Partner closely with Sales, Solutions Consultants, Marketing, and Partner teams to enable field teams on partner capabilities and execute co-branded campaigns that strengthen market positioning.
Monitor partner health and performance (certifications, adoption, engagement) while facilitating ongoing stakeholder alignment through territory planning and executive-level business reviews.
Identify and operationalize new cloud programs, credits, and funding opportunities to maximize the partnership's impact.
Collaborate with product, engineering and technical stakeholders to drive co-innovation and cloud provider integration roadmap for the benefit of our joint customers.