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Cloud Alliance Manager

WrocławHybridFull-time

AI Summary

Cloud Alliance Manager builds and scales partnerships with hyperscalers (Google Cloud and AWS), owning marketplace strategy, go-to-market execution, and joint sales motions to generate enterprise pipeline.

About this role

About the Role
We are looking for a Cloud Alliance Manager who will take full ownership of developing and scaling our presence on hyperscaler marketplaces (Google Cloud and AWS). This is a standalone, strategic, and highly relationship-driven role—ideal for someone who understands how cloud ecosystems work, can navigate between sales, technology partners, and internal teams, and consistently delivers tangible business results.
Your goal is not just to “be listed on a marketplace,” but to build a real sales channel that supports enterprise customers and generates a meaningful pipeline.

Responsibilities

  • Build and grow strategic relationships with hyperscalers (Google Cloud, AWS) and dedicated marketplace managers
  • Lead the launch and ongoing development of our products on Google Cloud Marketplace and AWS Marketplace (process and go-to-market ownership)
  • Design and execute a strategy that drives first commercial transactions (including achieving the required number of sales that unlock hyperscaler sales support)
  • Work closely with Sales and Account Management teams on: selling through cloud marketplaces, enterprise procurement, billing, and purchasing processes, educating sales teams on when and how to sell via hyperscalers
  • Track marketplace sales performance and actively maintain engagement with Google and AWS sales teams
  • Initiate and drive joint sales activities (co-sell motions, introductions, shared pipeline)
  • Build and continuously optimize internal processes that support cloud marketplace sales

    • Who We’re Looking For

  • Someone with hands-on experience working with hyperscalers (Google Cloud, AWS, Azure) — on the partner, ISV, or SaaS side
  • A professional with a B2B SaaS background who understands implementation, sales, and partnership scaling
  • A mature, self-driven individual who takes full ownership and makes independent decisions
  • A person comfortable with relationship-based selling and long-term partnerships
  • Someone who can connect strategy, operations, and execution
  • Very strong English skills (working with global partners)

    • Nice to Have

  • Experience selling or delivering solutions via cloud marketplaces
  • Experience working with enterprise customers (especially US-based or global)
  • Participation in hyperscaler partner programs (ISV, co-sell, marketplace enablement)

    • How We Work

  • Individual Contributor role (“one-person army”) with significant strategic impact
  • Close collaboration with Sales, Account Management, and Partnerships teams
  • High level of autonomy and real influence on the direction of our cloud channel
  • Work in a SaaS organization where partnerships are a key growth driver

    • Skills

    AWS MarketplaceB2B SaaSCo-sellEnterprise SalesGoogle Cloud MarketplaceGo-to-market StrategyHyperscaler Partner ProgramsInter-team CollaborationISV PartnershipsMarketplace EnablementPartner Relationship ManagementPipeline ManagementProcurement And Billing ProcessesSales EnablementSales Operations

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