Partner And Cloud And Alliance Manager

Summary

Join PingCAP as a Partner and Cloud & Alliance Manager and be responsible for developing and managing strategic partnerships with key global partners, cloud providers, and technology alliances. This role focuses on driving collaborative initiatives, co-selling opportunities, and joint go-to-market strategies to accelerate growth. You will identify and maintain strategic relationships, negotiate partnership agreements, manage day-to-day partner relationships, and develop joint business plans. Collaboration with internal teams is crucial for seamless execution of partnership initiatives. The ideal candidate will have a proven track record of success in strategic partnerships and a strong understanding of the cloud computing market.

Requirements

• Bachelor’s degree in Business, Marketing, Computer Science, or a related field
• 8+ years of experience in strategic partnerships, alliance management, or business development in the technology or cloud industry
• Proven track record of successfully managing and growing strategic partnerships with global technology companies
• Strong understanding of cloud computing, SaaS, PaaS, and IaaS markets
• Excellent negotiation, communication, and interpersonal skills
• Ability to think strategically and execute tactically
• Strong analytical and problem-solving skills
• Ability to travel as needed

Responsibilities

• Identify, establish, and maintain strategic relationships with global partners, cloud providers, and technology alliances
• Negotiate and execute partnership agreements to drive mutual value and growth
• Manage day-to-day relationships with key partners, ensuring alignment of goals and objectives
• Develop and execute joint business plans with partners to drive co-selling, co-marketing, and co-innovation initiatives
• Collaborate with marketing, sales, and product teams to design and implement joint go-to-market strategies with partners
• Drive the creation of joint value propositions, sales enablement materials, and marketing campaigns
• Track and report on the performance of strategic alliances, including revenue, pipeline, and joint customer success
• Provide regular updates to senior leadership on the status and impact of partnerships
• Conduct market research and competitive analysis to identify trends, opportunities, and potential new partners
• Stay abreast of industry trends and the evolving technology landscape
• Work closely with internal teams including Sales, Product, Marketing, and Customer Success to ensure seamless execution of partnership initiatives
• Facilitate effective communication and collaboration between partners and internal teams
• Develop and deliver training programs to enable partners on the company’s products, solutions, and value propositions
• Support partners in building capabilities and competencies to drive joint success

Preferred Qualifications

• MBA or advanced degree
• Experience working with major cloud providers such as AWS, Microsoft Azure, and Google Cloud
• Knowledge of enterprise software and technology ecosystems
• Demonstrated ability to influence and drive alignment across cross-functional teams