Cloud Alliance Manager

Summary

Join Teramind as a Cloud Alliance Manager and oversee the daily operations of partnerships with AWS, Microsoft Azure, and Google Cloud Platform. Focus on managing operational aspects like onboarding, listing maintenance, and partner tooling. A key responsibility is co-selling through AWS, contributing to broader operational excellence across all cloud partners. You will drive AWS competency pursuits, manage marketplace listings, and build workflows for cloud deal registration. Collaborate with internal teams (sales, marketing, technical) on cloud partner offerings and best practices. This remote position requires 5+ years of experience in channel, alliance, or partnership operations, ideally in B2B SaaS.

Requirements

• 5+ years of experience in channel, alliance, or partnership operations—ideally in B2B SaaS
• Proficiency in HubSpot for pipeline tracking, partner workflows, and reporting
• Experience with supporting AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace in a similar role
• Experience with AWS co-sell (ACE)
• Strong project management skills and ability to drive multi-stakeholder initiatives
• Comfortable working across GTM, sales, marketing, engineering, and finance teams
• Hands-on experience using AWS ACE, Azure Partner Center, and GCP Partner Advantage

Responsibilities

• Support co-sell engagement with AWS through the ACE program
• Partner with internal sales & channel team to qualify and submit opportunities
• Track and report on AWS co-sell pipeline and revenue influence
• Enable sales & channel teams with AWS-aligned messaging, materials, and training
• Identify, qualify, and manage co-selling opportunities and joint sales activities with cloud partners
• Drive pipeline reviews, track opportunity progress, and ensure accurate reporting in alignment with cloud provider sales cycles
• Drive Teramind’s pursuit of AWS Competencies by leading cross-functional efforts to gather technical validations, customer case studies, and supporting documentation required for application and renewal
• Lead technical and operational onboarding to Azure and GCP marketplaces
• Coordinate with product, engineering, legal, and finance for listing readiness
• Maintain marketplace listings, metadata, pricing, and documentation
• Ensure Teramind meets all relevant cloud partner program requirements, certifications, and compliance standards
• Build and manage workflows for cloud deal registration, lead sharing, and attribution
• Monitor and report compliance across partner portals and programs
• Efficiently use and maintain cloud alliance portals and tools (e.g., AWS APN Customer Engagement (ACE) portal, Microsoft Partner Center)
• Stay up-to-date with evolving partner programs, industry trends, and best practices across AWS, Azure, and Google Cloud
• Work with marketing on cloud-specific campaigns and marketplace visibility
• Partner with finance to manage billing processes and financial reconciliation for marketplaces
• Collaborate with product/engineering to meet ongoing listing and integration requirements
• Enable and educate internal teams (sales, marketing, technical) on cloud partner offerings, programs, and best practices

Preferred Qualifications

• AWS Cloud Practitioner or relevant cloud certification
• Experience working with a cybersecurity or enterprise software company

Benefits

• Competitive salary with a focus on a global market
• Career-growth opportunities
• Flexible Time Off and Paid Time Off benefits
• Ongoing training and development opportunities