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

The company is looking for a strategic, high-energy Senior Cloud Partner Sales Manager to scale our co-sell ecosystem with cloud.

In this role, you won't just be managing partnerships—you will be a critical growth engine. You will act as the vital bridge between the company’s internal sales leadership and our cloud partner counterparts. Your primary mission is to build deep relationships, align go-to-market (GTM) strategies, and execute high-velocity co-sell motions that directly accelerate pipeline and revenue growth.

What you'll do

GTM Strategy & Sales Alignment

• Bridge the Gap: Serve as the primary liaison between the company’s internal sales leadership (AVPs, RVPs, and Account Executives) and AWS/MSFT partner sales teams.

• Co-Sell Execution: Drive the day-to-day co-sell motion, mapping accounts, identifying the company logos, and accelerating existing deals via AWS Marketplace and Azure Marketplace.

• Pipeline Generation: Build and execute regional partner plans that generate qualified pipeline, leveraging cloud provider funding programs, incentives, and credits.

Relationship & Alliance Management

• Build Cloud Networks: Cultivate deep, trusted relationships with AWS and MSFT Partner Development Managers (PDMs), Cloud Account Managers, and field sales leadership.

• Evangelism: Educate cloud partner sales teams on the company’s value proposition, ensuring we are top-of-mind for cloud migration, modernization, and observability initiatives.

Operations & Governance

• Quarterly Business Reviews (QBRs): Own and lead QBRs with both internal sales leaders and cloud partner stakeholders to track KPIs, pipeline health, and strategic wins.

• Deal Governance: Navigate and optimize cloud marketplace listing mechanisms, private offers (CPPO/MPO), and cloud consumption commitments (EDPs/MACC).

This role requires

• Experience: 7+ years of experience in Enterprise Software Sales, Business Development, or Partner/Alliance Management—with at least 5+ years specifically managing AWS or Microsoft Azure partnerships.

• Co-Sell Expertise: Proven track record of navigating the AWS and/or MSFT co-sell ecosystem, cloud marketplaces, and field organization structures.

• Sales Acumen: Strong understanding of enterprise sales cycles. You know how to talk to an Enterprise Account Executive and help them close deals faster using cloud partnerships.

• Influence & Collaboration: Exceptional communication skills with the ability to influence cross-functional teams and external stakeholders without direct authority.

Please note that visa sponsorship is not available for this position.

#LI-MM4 #LI-Remote

The pay range below represents a reasonable estimate of the on target earnings (salary plus target sales incentives) for the listed position. This role is eligible for a commission plan (as defined in the sales incentive plan document). Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience.

The company provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, mental health benefits, a 401(k) plan and match, flex time-off, 11 paid holidays, volunteer time off, and other competitive benefits designed to improve the lives of our employees.

Estimated On-Target Earnings Range

$190,000 — $250,000 USD

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]