Principal, Cloud & ISV Partnerships Growth & Operations (5115)

SMX•Hollywood, MD

9d•Remote

About The Position

SMX is seeking a Principal, Cloud & ISV Growth & Operations to scale, and operationalize our cloud hyperscale partnerships with AWS, Google, Microsoft and growing portfolio of ISV ATO partners across internal business units and stakeholders. In close partnership with Strategic Alliances leadership, this role will help shape executive partner engagement and strengthen SMX’s positioning with the cloud and ISV ecosystems. This role supports the strategy, execution, and growth outcomes of our cloud and ISV partnerships. It blends partner strategy, solution incubation, GTM execution, and operational excellence in the support of all business units across SMX.

Requirements

5+ Years in Sales or Cloud Alliance's (AWS, Microsoft, Google)
Experience building business plans, KPIs, and success metrics for cloud partners (AWS, Microsoft, Google)
Strong program management skills, including ownership of cross-functional initiatives and governance models
Experience managing CRM integrations, deal registrations, partner portals, and data hygiene processes
Ability to partner with technical, delivery, sales, marketing, and compliance teams to align strategy and execution
Experience coordinating executive-level engagements (QBRs, roadmap discussions) with cloud and ISV leadership
Ability to translate partner incentives/programs into actionable, mission‑focused solution opportunities

Nice To Haves

Prior experience in federal or regulated markets Background in cloud consulting, SI partnerships, or enterprise technology ecosystem roles
Certifications with AWS, Google Cloud, or Microsoft
Experience managing Multi-Cloud Partnerships

Responsibilities

Emergent CSP and ISV ATO Partnership Growth
Lead and operationalize focused end-to-end strategy and execution for growth partnerships with a focus on Google Cloud, Microsoft, AWS and ISV onboarding ISV Partners.
Support clear prioritization and focus across partners to ensure time, investment, and leadership attention are aligned to growth impact while deconflicting competing SMX partnership priorities
Develop focused business plans, goals and success metrics for Google, Microsoft and new ISV partners
Serve as liaison and Program Manager POC for CSP and ISV ATO Program Success o Partner programs, incentives and fund requests
Assist in developing battlecards for internal co-sell & CSP co-sell
Joint GTM and solution strategy
Support and participate in executive-level QBRs and strategic roadmap discussions with CSPs and ISV leadership o Refine/Scale CRM + Deal Registration Strategy
Partner GTM Operations & Programs Ensure the operational foundation of partnerships is consistent, scalable, and audit-ready:
Deal registrations – integration of CRM with Google and Microsoft and ISV Partners o Partner program compliance:
End User Reporting
Understand CSP and ISV Revenue Recognition
Support internal billing and operations where needed
Work with stakeholders to ensure SMX receives maximum partner revenue recognition
Partner with Compliance team on upcoming CSP Audits / Renewals
Partner with CGO on CSP / ISV Documentation + Resource Hub • Reduce operational chaos by introducing:
Clear ownership models o Repeatable processes and tooling o Lightweight governance that enables speed rather than slows it down
Oversee partner systems and data hygiene (e.g., CRM, partner portals) to ensure leadership has reliable visibility into performance.
Partner Solution Incubation
Internally and externally promote and operationalize the incubation of mission-focused solutions across cloud and ISV partners while deconflicting perceived conflicts of interest
Translate CSP partner program, funding, and incentives into clear, executable GTM plays aligning to SMX Mission priorities.
Partner with technical, delivery, and sales leadership to:
Understand and align SMX & Partner mission priorities and capabilities
Improve cross BU collaboration and information sharing
Develop business cases and success metrics for priority growth initiatives and new partner motions.
Contribute to multi-year roadmap alignment with key CSP and ISV partners.
Support Marketing, Events & Internal Enablement
Partner with Marketing to align on:
Solution battle cards with clear value propositions for partner stakeholders
CSP Joint messaging and blog posts
Act as an internal evangelist and translator, connecting strategy, technology, and execution.
Coordinate CSP + ISV training and certification priorities with SMX Training and Certification tea