Cloud Technology Alliance Manager
Any Scale
- San Francisco, CA
- Permanent
- Full-time
- Focus on driving revenue growth through new business opportunities and partnerships
- Enhance our AWS marketplace presence and establish our footprint on the GCP marketplace
- Design co-sell programs that enable CSP field sellers and Anyscale sellers to thrive in the burgeoning AI market, minimizing friction and showcasing the superiority of Anyscale's managed Ray services over first-party options
- Develop a thorough understanding of our partners' products, services, and strategic goals
- Negotiate and finalize partnership agreements, addressing collaboration terms, revenue sharing, and intellectual property rights
- Maintain and enrich relationships with existing technology partners and service providers
- Conduct regular strategic sessions with partners to discuss business planning, ongoing projects, issue resolution, and new opportunities for deeper collaboration
- Act as the principal liaison for partners within the organization
- Work closely with internal teams-including product, sales, marketing, and legal-to align partnership objectives with company goals
- Communicate partner feedback to internal teams, fostering product enhancements or new developments
- Stay abreast of industry trends, emerging technologies, and competitor strategies through diligent market research
- Analyze partnership performance, providing insights and strategic recommendations for adjustments
- Collaborate with marketing teams to develop co-marketing strategies and materials that highlight the benefits of the partnership
- Represent the company at industry events and conferences, often alongside partners
- Formulate strategic growth plans based on market research and competitive analysis
- Craft and present compelling business proposals and pitches to potential partners
- Bachelor's degree in Business, Marketing, Computer Science, Technology, or related fields
- Proficient understanding of the AI/ML ecosystem and cloud technologies
- Demonstrated expertise in partnership management, relationship management, or business development within a technology-centric environment, including with ISVs and cloud companies
- Experience in managing partner relationships and/or go-to-market (GTM) strategies within the technology/cloud services industry
- Proven track record in direct sales is highly advantageous
- Comprehensive knowledge of the technology industry and market dynamics
- Exceptional communication, negotiation, and relationship-building skills
- Ability to collaborate effectively in a cross-functional team environment
- Strategic and analytical thinker