- Salary
- $174k – $261k
- Location
- California - Home Office, United States of America · Arizona - Home Office · Florida - Home Office · Oregon - Home Office · Washington State - Home Office · Colorado - Home Office
- Workplace
- Remote
- Type
- Full-time
- Seniority
- Manager
- Source
- Workday
Description
Overview
As a Strategic Alliance Partner Manager, you will own the executive, commercial, and technical relationship with a portfolio of high-impact strategic partners. You will drive joint go-to-market motions, solution innovation, and revenue growth by aligning business priorities, enabling partner success, and orchestrating cross-functional execution between internal teams and partner organizations. This role is central to accelerating ecosystem value, expanding market presence, and strengthening long-term partner commitment.
Key Responsibilities
Alliance Strategy & Relationship Leadership
Serve as the primary point of contact and relationship owner for assigned strategic alliance partners.
Champion the company’s value proposition, platform strategy, and solution vision within each partner organization.
Ensure alignment between partner priorities and corporate strategy, driving integrated messaging and co-investment.
Facilitate executive-level engagement to deepen partnership commitment and expand strategic opportunities.
Joint Business Planning & GTM Execution
Lead annual and quarterly joint business planning to define shared goals, revenue targets, co-sell motions, and marketing investments.
Identify and activate joint value propositions and integrated solutions that differentiate in the market.
Drive field alignment by partnering with sales leaders to prioritize accounts, build co-sell pipelines, and accelerate partner-influenced revenue.
Ensure partners are equipped with the latest positioning, enablement, and competitive insights.
Partner Enablement & Co-Innovation
Orchestrate cross-functional resources (solution engineering, product, marketing, enablement, services) to empower partner sales and technical readiness.
Promote partner access to training, certifications, technical assets, and solution playbooks.
Collaborate with product and engineering teams to identify integration opportunities, roadmap alignment, and future co-innovation initiatives.
Operational Management & Partner Performance
Track partner KPIs, including pipeline creation, revenue contribution, solution adoption, and customer success metrics.
Analyze partner performance and guide partners in optimizing their investment, resource allocation, and market execution.
Oversee partner satisfaction, operational excellence, and post-sales execution with internal teams.
Maintain clear visibility into industry trends, partner ecosystem movements, and competitive landscape shifts.
Candidate Requirements
8+ years in strategic alliances, partner management, cloud/technology sales, or ecosystem development roles.
Proven track record driving revenue, co-sell execution, and mutual business growth with enterprise technology partners.
Deep understanding of cloud platforms, enterprise software, and partner ecosystems (ISVs, hyperscalers, OEMs, GSIs, MSPs).
Strong business acumen with the ability to navigate complex organizations and influence executives.
Excellent communication, negotiation, and cross-functional leadership skills.
Highly self-directed, with the ability to manage multiple strategic initiatives simultaneously.
Passion for innovation, ecosystem thinking, and building long-term strategic relationships.
Willingness to travel as business needs require.
About Us:
Cloud Software Group is one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.
Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.
Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links: California FCA and Los Angeles FCO.
If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.