Strategic Partnerships & Alliance Manager

Second Nature • New York, NY

1d • Hybrid

About The Position

Second Nature AI is seeking a Strategic Partnerships & Alliance Manager to own our cloud marketplace presence and partner-sourced revenue. You will manage Second Nature’s Microsoft alliance- including Azure Marketplace optimization, co-sell motions, and MACC eligibility- while building partnerships across Google Cloud Platform and Oracle Cloud Infrastructure. Working cross-functionally with sales, marketing, and product, you will ensure partner channels drive meaningful pipeline generation and revenue growth. The ideal candidate brings deep experience with hyperscaler partner programs and enterprise SaaS go-to-market.

Requirements

• 5–10 years in technology partnerships, alliance management, or cloud marketplace roles within B2B SaaS
• Demonstrated experience with Microsoft Azure Marketplace, co-sell programs, Partner Center, and MACC-related selling
• Strong understanding of cloud marketplace procurement and how enterprises leverage committed cloud spend
• Proven ability to build relationships with cloud provider teams (PDMs, field sellers, ISV success managers) to generate pipeline
• Experience developing joint go-to-market strategies with hyperscaler partners
• Excellent cross-functional collaboration and communication skills across technical and business audiences
• Bachelor’s degree or equivalent professional experience

Nice To Haves

• Experience with Google Cloud Partner Advantage and/or Oracle PartnerNetwork programs
• Background in learning technology, sales enablement, or HR technology
• Experience building partner programs at a high-growth startup or scale-up
• Understanding of enterprise security and compliance (SOC 2, ISO 27001, GDPR) in marketplace procurement contexts

Responsibilities

• Own the Microsoft partnership end-to-end, managing relationships with PDMs, field sellers, and ISV Success teams to drive co-sell pipeline and marketplace revenue
• Optimize Second Nature’s Azure Marketplace listing including pricing, private offers, and MACC eligibility to enable seamless enterprise procurement
• Register and manage co-sell opportunities through Partner Center, coordinating with sales to accelerate MACC-eligible deals
• Develop joint go-to-market strategies with Microsoft including co-branded campaigns, webinars, and event activations
• Track and report on partnership KPIs including co-sell pipeline, marketplace transactions, and MACC draw-down metrics
• Develop and execute the listing strategy for Google Cloud Marketplace and Oracle Cloud Marketplace, building relationships with partner engineering and ISV alliance teams
• Work with product and engineering to ensure technical readiness for multi-cloud marketplace deployment and billing integration
• Identify and activate opportunities for customers with committed cloud spend on GCP and OCI to procure through existing agreements
• Manage and grow the broader partner ecosystem including systems integrators, resellers, and technology alliance partners
• Build partner enablement programs including sales playbooks, co-branded materials, and certification tracks
• Recruit strategic partners that extend reach into target verticals and geographies, particularly European markets
• Negotiate partner agreements and revenue-sharing structures that align incentives and drive mutual growth
• Embed partner-sourced opportunities into pipeline management processes and collaborate with marketing on co-marketing campaigns
• Communicate partner and marketplace requirements to product management to influence roadmap priorities
• Represent Second Nature at cloud conferences (Microsoft Inspire, Google Cloud Next, Oracle CloudWorld) and industry events

Benefits

• Competitive base salary plus performance-based bonus tied to partnership revenue and marketplace growth
• Equity participation in a rapidly growing AI company backed by over $40M in Series B funding
• Existing Microsoft relationship as customer and technology partner, providing a strong foundation
• Market-leading position with Fortune 500 references and strong competitive differentiation
• Flexible remote/hybrid work environment with professional development opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Senior