Cloud Partner Manager

Summary

Join Ema, a leading AI technology company, as a Cloud Partner Manager to spearhead our go-to-market (GTM) partnerships with major cloud hyperscalers, primarily Microsoft and Google. You will play a pivotal role in our growth by building and scaling partnerships, driving revenue, and enabling partner teams. This hybrid role requires working from our Mountain View office three days a week. The ideal candidate is entrepreneurial, data-driven, and relationship-focused, with a proven track record of success in enterprise SaaS or AI-driven solutions. You will own partner revenue attainment and collaborate closely with various teams to ensure partner success. This position offers the chance to shape a new category of enterprise software and work with a talented team in a fast-paced startup environment.

Requirements

• 5+ years of experience in partner management at a SaaS, enterprise software, or AI company
• Strong track record of building and scaling partnerships with cloud hyperscalers—especially Microsoft Azure (required) and Google Cloud—including experience with co-sell programs, marketplaces, and ISV GTM motions
• Demonstrated success in driving sales impact through sourced and enabled GTM partnerships
• Solid understanding of partner program structure, including incentives, marketing development funds (MDF), and co-sell frameworks
• Deep familiarity with enterprise sales cycles, particularly in AI and automation markets
• Skilled in negotiation, stakeholder management, and executive communication
• Strategic and execution-oriented, able to operate quickly and effectively in a startup environment

Responsibilities

• Identify and onboard strategic GTM partners within cloud hyperscaler ecosystems (e.g., AWS, Azure, GCP marketplaces, ISVs, service partners)
• Develop joint GTM strategies and value propositions aligned to industry verticals and enterprise workflows
• Enable and train hyperscaler partner teams with custom collateral, certifications, and playbooks to drive adoption and co-selling
• Negotiate partnership agreements and incentives to align with hyperscaler co-sell and marketplace programs
• Drive pipeline and revenue through joint sales motions, partner-sourced opportunities, and co-sell initiatives
• Build scalable partner infrastructure (portals, reporting, onboarding workflows) that syncs with hyperscaler systems
• Represent the company at key hyperscaler and industry events, while staying ahead of trends in the cloud AI partnership ecosystem

Preferred Qualifications

• Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms
• Experience working with cloud hyperscalers (AWS, Azure, GCP)
• Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems
• Good understanding of software development principles, data structures, and algorithms
• Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking
• The ability to work collaboratively in an extremely fast-paced, startup environment

Benefits

• Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience
• Certain roles may be eligible for variable compensation, equity, and benefits