Cloud Partnerships Manager

The Opportunity

You'll own Glassbox's hyperscaler partnerships, primarily AWS and Microsoft, expanding existing partnerships and building new activity to generate pipeline, secure partner funding, and help deals close faster through cloud marketplaces or direct sales.

Working closely with hyperscaler Partner Development Managers (PDMs) and Glassbox's Sales, Marketing, and Finance teams, you'll connect partner relationships with commercial opportunities and drive execution across co-selling, marketplace operations, and partner programs.

This is an individual contributor role within the Commercial organization, reporting to the VP International Channels & Cloud Partnerships.

The position is full-time, with three days per week in the office as part of our hybrid working model. You'll work with partners and colleagues globally.

What You Will Do

• Drive co-selling with AWS and Microsoft: register referrals, connect teams on new and existing deals, and coach internal teams on effective co-sell communication.

• Generate partner pipeline through campaigns and events, working with Marketing to coordinate speaking opportunities, webinars, and co-marketing materials.

• Manage marketplace operations, including private offer creation, internal and external expectations, listing updates, and administration.

• Secure partner funding for pre-sale, post-sale, marketing, and migration activities; manage funding requests and claims end to end, and explore additional programs and incentive pricing for competitive deals.

• Strengthen partner relationships through weekly PDM reviews, executive sponsorship, and executive meetings at major events.

• Keep partner portal referrals aligned with Salesforce, own the co-sell integration platform, and work with third-party consulting partners to accelerate co-selling.

• Drive integrations with hyperscalers and help bring them to market, maintain and pursue partner certifications and designations, and onboard additional partners such as Salesforce, including launching the AppExchange app.

What You Will Need

• Experience in channel partnerships or hyperscaler alliances with co-sell partners, including experience with either AWS or Microsoft. Experience with both is not required.

• Ability to build trust and secure cooperation across roles, seniority levels, and organizations, with an understanding of how hyperscaler sales and partner teams work and experience working with PDMs.

• Experience generating pipeline with partners and aligning internal teams across functions to deliver on time.

• Hands-on experience with AWS Partner Central or Microsoft Partner Center, co-selling, and incentive claims.

• Practical experience with cloud marketplaces and private offers.

• Partner marketing experience, including connecting marketing teams and coordinating speakers, webinars, and events.

• Proficiency in Salesforce and a high level of English for working with global partners and colleagues.

Preferred, not required: Experience at a SaaS independent software vendor (ISV) or a hyperscaler.