Cloud Alliance Manager

As the Cloud Alliances Manager – North America, you will be responsible for defining the joint GTM strategy with top cloud partners.  You will execute on this strategy in order to drive revenue growth through these partners, primarily with Amazon Web Services (AWS) and Google Cloud.

This is a sales-oriented role focused on strategy, pipeline creation, co-sell execution, and marketplace-driven revenue. You will work closely with cloud partner industry and field teams and internal sales to identify, develop, and close joint opportunities, leveraging cloud programs such as co-sell and marketplaces.

Success in this role requires deep experience navigating cloud ecosystems, influencing joint sales motions, and driving measurable revenue outcomes in a fast-paced, competitive environment.

Key Responsibilities

Cloud Partner Strategy & Relationship Management

• Define the joint GTM strategy with AWS and Google Cloud
• Build and manage strategic relationships with AWS and Google Cloud field sellers, partner teams, and industry leaders (e.g. Healthcare & Life Sciences, Financial Services etc.)
• Develop joint sales plays and “better together” plansto drive aligned pipeline and revenue growth
• Establish InterSystems as a priority partner within cloud ecosystems

Revenue & Pipeline Ownership

• Own and drive cloud-sourced and cloud-influenced pipeline and revenue
• Actively engage in deal strategy, qualification, and execution alongside cloud partner sellers and internal sales teams
• Be accountable for pipeline growth, closed-won revenue, and new logo acquisition through cloud channels and partnerships

Co-Sell & Marketplace Execution

• Lead joint co-sell motions leveraging programs such as AWS ACE and Google Cloud Co-Sell
• Drive adoption of cloud marketplaces (e.g., AWS Marketplace, Google Cloud Marketplace) to accelerate deal velocity and consumption
• Structure and support marketplace transactions, including private offers and consumption alignment

Go-to-Market Execution

• Develop and execute joint GTM plays and industry use cases with cloud partners
• Produce assts (solution briefs, enablement materials, business plans) that support the joint GTM strategy
• Align closely with sales teams to generate demand and accelerate pipeline
• Lead regular pipeline reviews and deal inspections with cloud partners

Cross-Functional Collaboration

• Partner closely with internal Product and Marketing stakeholders to align on cloud strategy, marketplace readiness, and co-sell motions