The Director of Cloud Alliances will play a crucial role in nurturing and expanding CloudZero’s partnerships with Amazon Web Services (AWS), Google Cloud Platform (GCP), Microsoft Azure, and other key cloud partners. This leadership position is vital to the growth of our go-to-market (GTM) organization, offering numerous opportunities for leadership and visibility within the executive team. The role involves coordinating with CloudZero’s leadership teams, product, marketing, and sales, and managing anAlliance Management team to drive strategic partnerships and expand the CloudZero partner ecosystem.

Responsibilities

1. Strategic Partnership Development:

• Collaborate with the VP of Strategic Alliances, Business Development & Channel to define and execute the overall partner strategy, impacting revenue growth and expanding CloudZero’s partner ecosystem.
• Manage and nurture alliances with cloud providers (AWS, GCP, Azure) and other strategic partners, including go-to-market strategy, execution, and partner enablement.

2. Revenue Generation and Pipeline Development:

• Oversee and manage all efforts to expand channel-sourced and channel-accelerated pipeline through close relationships with partner sales teams.
• Drive new ARR opportunities through channel-sourced and channel-accelerated initiatives.

3. Team Leadership and Management:

• Lead and develop an AWS Alliance Manager, with the opportunity to continue to grow the team, providing mentorship, guidance, and support to achieve strategic objectives.
• Foster a collaborative and innovative team culture that aligns with CloudZero’s mission and values.

4. Market Expansion:

• Expand CloudZero’s reach into new markets and sectors by leveraging partner relationships.
• Focus on geographical and industry/vertical expansion, especially in regions and sectors where CloudZero lacks existing sales coverage.

5. Marketing and Joint Initiatives:

• Support GTM activities to execute joint marketing plans with cloud providers and track generated opportunities.
• Leverage partners’ industry recognition to amplify CloudZero’s message and voice through press releases, joint announcements, case studies, and geographic sales events.

6. Operational Excellence:

• Ensure all partner engagements are aligned with CloudZero’s principles of customer-centricity, strategic alignment, mutual growth, performance measurement, and trust.
• Establish metrics for regular performance evaluation and ensure trust and transparency in all partner interactions.