Senior Cloud Alliances Manager

9d•$165,000 - $185,000

About The Position

G2 is seeking an experienced Senior Cloud Alliance Manager to oversee and grow its relationship with AWS. This role is crucial for managing the partnership's health and expansion, combining strategic alliance leadership, field engagement, pipeline development, partner program execution, and operational management. The ideal candidate will act as a central point of contact, connecting AWS, G2 sales and account teams, and G2 corporate functions to drive revenue, enhance capabilities, and achieve repeatable go-to-market success. G2 is the world's largest and most trusted software marketplace, dedicated to helping businesses achieve their full potential through reliable insights from real software users. Having recently merged with Capterra, SoftwareAdvice, and GetApp, G2 now represents the largest source of online data and software insights, aiming to revolutionize the global B2B software industry by becoming the most trusted data foundation for software buyers and sellers in the AI era. With over 200 million combined annual visitors and 6 million verified reviews, G2 is poised to transform how software decisions are made.

Requirements

5+ years of partnerships, integrations, or sales/account management experience.
Proven track record of building and growing a successful partnership with AWS, including building GTM models.
Experience in the AWS partner ecosystem is required today with expectation to expand ownership into GCP and Microsoft Marketplace partnerships as G2 expands its products marketplace presence and coverage.
Proven experience building revenue growth and deal acceleration through a hyperscale marketplace.
Strong presentation skills, business planning and sales forecasting.
Excellent client-facing communication skills with a customer-focused mindset.
Thrives in a collaborative environment with critical thinking and problem-solving abilities.
Strong, driven decision-making and leadership capabilities.
Experience managing high-profile partnerships with technology or marketplace partners.

Nice To Haves

B2B SaaS industry or digital marketing industry experience
Experience managing partnerships with Microsoft Azure, AWS, Google Cloud/GCP, RedHat, CDW, SAP, etc.
Working knowledge of hyperscaler co-sell programs to navigate multi-partner attach scenarios.

Responsibilities

Lead the development and execution of G2's AWS partnership strategy, focused on scalable, repeatable revenue growth.
Cultivate deep relationships with key stakeholders at both G2 and AWS, fostering seamless communication and collaboration.
Secure executive alignment across partner and internal stakeholders, including C-suite and product leaders.
Identify and pursue co-selling opportunities to leverage the hyperscaler ecosystem and expand market reach.
Activate internal sales teams on partner co-sell plays by enabling and coaching them directly.
Build joint GTM plans with AWS industry verticals and regional PDM and sales field teams.
Demonstrate success leveraging AWS partner programs (Co-Sell, MPOPP, POC funding, MDF, WMP, PRM) and systems (ACE Pipeline Manager, Partner Central) to drive pipeline and revenue outcomes.
Serve as the primary link between AWS, G2 sales teams, and top strategic accounts, ensuring both sides get full value from the partnership on active deals.
Champion the development and implementation of innovative technology integrations between G2 and the hyperscaler platform to deliver best-in-class solutions for customers.
Work with product and engineering teams to align on integration priorities and advance a technically grounded partnership roadmap.
Collaborate on joint marketing initiatives to generate demand and build awareness for combined offerings within the hyperscaler ecosystem.
Manage the partner pipeline forecasting process and track performance for the region, providing accurate data to leadership for strategic decision-making and resource allocation.
Track and analyze key performance indicators (KPIs) to measure the success of the alliance and identify areas for continuous improvement.
Use AI and creative problem-solving to build workflows and tools that scale this program's co-sell motion and enablement, rather than relying on manual process.
Stay informed about upcoming launches, product changes, and leadership shifts, sharing updates with G2 leadership.