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
• Collaborate with internal product teams responsible for cloud partner programs funding and incentives to ensure alignment with revenue objectives
• Work with direct sales and sales engineering teams to win deals and accelerate sales cycles
• Act as the internal voice of the cloud partners ensuring field and product alignment on priorities and opportunities

Qualifications

• Direct experience working with Amazon Web Services and/or Google Cloud as strategic partners with a strong understanding of their go-to-market and co-sell motions
• Bachelors degree in Business IT or a related field
• 5 years of experience in alliances partner sales cloud partnerships or business development in enterprise software
• Proven track record of driving revenue through cloud partnerships or co-sell motions
• Strong understanding of cloud GTM models including co-sell and marketplace selling
• Strong deal strategy negotiation and closing skills
• Demonstrated ability to influence cloud sellers and executive stakeholders
• Excellent communication and commercial storytelling skills
• Willingness to travel as needed

Preferred Qualifications

• Experience in healthcare or regulated industries
• Familiarity with cloud marketplace constructs (private offers SaaS contracts consumption models)
• Experience working in ISV cloud co-sell environments
• Understanding of data platforms interoperability or analytics solutions

We are an equal-opportunity employer and do not discriminate because of race color religion sex national origin ancestry marital status veteran status age disability sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.

About InterSystems

InterSystems a creative data technology provider delivers a unified foundation for next-generation applications for healthcare finance manufacturing and supply chain customers in more than 80 countries. Our data platforms solve interoperability speed and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978 InterSystems is committed to excellence through its 247 support for customers and partners around the world. Privately held and headquartered in Boston Massachusetts InterSystems has 38 offices in 28 countries worldwide. For more information please visit.