Senior Partner Sales Manager

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At the company, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us!

Your Opportunity

Are you looking to take your enterprise sales or alliance management career to the next level by driving growth for one of the industry's most critical cloud channels ? At the company, we believe in the power of data to create better software and exceptional digital experiences and our cloud partners are right at the heart of how we scale that vision globally .

As our Senior Cloud Partner Sales Manager , you won't just be managing partnerships; you will act as a pivotal growth engine . You will bridge the gap between our internal sales leadership and our cloud partner counterparts at Amazon Web Services (AWS) and Microsoft Azure . If you want the autonomy to build deep network relationships, align go-to-market strategies, and accelerate high-velocity co-sell motions that directly influence pipeline revenue, this is the place to do it . You'll join a collaborative, inclusive environment where data-driven ideas win, giving you the space to innovate and elevate your professional profile alongside top industry talent .

What You'll Do

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Drive Strategy & Alignment: Serve as the strategic bridge between the company’s sales leaders (AVPs, RVPs, and Account Executives) and AWS/Azure partner sales teams to ensure seamless collaboration .

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Execute Co-Sell Motions: Map accounts, identify new logos, and accelerate deal cycles by leveraging AWS Marketplace and Azure Marketplace (CPPO/MPO) .

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Generate Qualified Pipeline: Build regional partner plans that fuel business growth, making full use of cloud provider funding programs, incentives, and consumption credits (EDPs/MACC) .

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Build & Evangelise Cloud Networks: Cultivate deep, trusted relationships with Partner Development Managers (PDMs), Cloud Account Managers, and field leaders . Educate partner teams so the company remains top-of-mind for cloud migration and observability initiatives .

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Lead Governance & QBRs: Own Quarterly Business Reviews with internal and external stakeholders to track performance, celebrate wins, and ensure long-term pipeline health .

This Role Requires

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Ecosystem Expertise: Substantial background in successfully managing AWS or Microsoft Azure partnerships within an Enterprise Software, SaaS, or Alliance Management environment .

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Co-Sell Mastery: A proven track record of navigating cloud provider field structures, co-sell programs, and cloud marketplace mechanisms .

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Sales Acumen: Strong familiarity with complex enterprise sales cycles and a demonstrated ability to partner effectively with Enterprise Account Executives to close deals faster .

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Collaborative Influence: Outstanding communication skills with a proven ability to influence, align, and inspire cross-functional teams and external stakeholders without relying on direct authority .

Bonus Points

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Simultaneous, hands-on experience managing both AWS and Azure co-sell ecosystems at scale .

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Practical familiarity with observability, application performance monitoring (APM), or cloud infrastructure operations .

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Existing networks and active relationships with AWS or Microsoft Partner Development Managers (PDMs) and regional sales teams .

#LI-Remote #LI-JJ2

Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.

If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to [link for members] .

We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.

Our hiring process

In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join the company.

We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the  San Francisco Fair Chance Ordinance .

Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. The company does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with the company.

The company develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain the company roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process.

Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.

Review our Applicant Privacy Notice at  [link for members]