Partner Alliance Manager (USA) at CORESTACK INC

Seattle, Washington, United States -

Full Time

Start Date

Immediate

Expiry Date

01 Jun, 26

Salary

0.0

Posted On

03 Mar, 26

Experience

2 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Partner Alliances, Revenue Generation, Hyperscaler Partners, Pipeline Management, Co-sell, Joint Business Plans, Lead Generation, Sales Enablement, CRM Tools, Cloud Economics, FinOps, Cloud Governance, Marketplace Optimization, GTM Strategy, Enterprise Sales, Forecasting

Industry

Software Development

Description

Job Summary: Partner Alliance Manager is required to drive revenue with Hyperscaler partners (AWS, Microsoft Azure, Google Cloud, OCI) focused on segments of partners (SI, MSP, Distribution, VAR) and customers - midmarket to large enterprises. This role is measured on partner sourced and co-sell pipeline, net new enterprise wins, and ARR growth from Hyperscaler motions and cloud marketplaces. Key responsibilities Own revenue and pipeline targets for a portfolio of hyperscaler partners (AWS, Azure, Google Cloud, OCI) and be accountable for partnersourced and influenced deals into enterprise accounts. This includes incentives paid to CoreStack. Build and execute joint business plans with hyperscaler partner teams, including annual and quarterly targets, focus segments, sales plays, and named account strategies for CoreStack FinOps, SecOps, and CloudOps solutions. Drive lead and sales generation via hyperscaler programs and routes to market: co-sell, marketplace listings, Well-Architected and FinOps assessments, solution plays, and funded demand-generation activities. Create and operationalize repeatable “sell-with” motions with hyperscaler field sellers (account teams, partner development managers, solution specialists) that result in qualified opportunities and joint customer meetings Manage a structured partner pipeline: log and track partner-originated opportunities, maintain accurate forecasts, and lead regular deal reviews with CoreStack enterprise AEs and hyperscaler field teams. Increase disproportionate mindshare towards CoreStack across hyperscaler organizations by delivering ongoing sales enablement, “why CoreStack vs. native tools” sessions, and field-facing content tailored to FinOps and multi-cloud governance use cases. Coordinate with CoreStack and hyperscaler marketing teams to execute co-branded campaigns, events, and digital programs focused on cost optimization, governance, and risk reduction for multi-cloud enterprises. Align closely with hyperscaler marketplace teams to package, position, and optimize CoreStack offerings on marketplaces to shorten procurement cycles and accelerate deal closure. Engage and influence cloud, FinOps, and security leaders in joint customer accounts, articulating business outcomes such as cost savings, policy-driven governance, and improved security posture Provide structured feedback from hyperscalers and customers back to CoreStack product, GTM, and leadership teams to refine offerings, sales plays, and competitive positioning. Required qualifications 2–5+ years in partner-facing, alliances, or channel sales roles in cloud/SaaS, with a strong track record of meeting or exceeding revenue and pipeline-generation goals Direct, hands-on experience working with at least two hyperscalers (AWS, Azure, Google Cloud, OCI) in co-sell, marketplace, or partner-led enterprise motions. Strong understanding of cloud economics, FinOps, cloud cost optimization, and/or cloud governance, and ability to link these to tangible enterprise outcomes (spend reduction, compliance, security, productivity). Demonstrated success building and executing joint GTM plans with hyperscalers, including campaigns, assessments, workshops, and solution plays that create net-new demand. Proven ability to manage complex, multi-threaded enterprise opportunities with hyperscaler field teams, from early-stage qualification through technical validation and commercial negotiation. Experience engaging FinOps practitioners, cloud governance leaders, or cloud finance teams in both high-growth startups and more established enterprises, and mapping solutions to the FinOps Foundation framework and FOCUS-aligned reporting. Strong pipeline discipline and proficiency with CRM tools to manage partner deals, forecast accurately, and report on sourced vs. influenced revenue. Existing relationships with hyperscaler partner development managers, industry teams, and field sellers in priority regions or verticals (e.g., regulated industries, tech, manufacturing) Preferred qualifications Experience working with one or more FinOps / cloud cost management platforms (for example: Apptio Cloudability, CloudHealth, CloudZero, ProsperOps, Flexera, native AWS/Azure/GCP cost tools), with a clear point of view on strengths and gaps in the market Prior experience selling, enabling, or competing against governance- and FinOps-focused providers (e.g., cloud management / CMP, FinOps platforms, or cloud governance startups), with the ability to articulate differentiated value. FinOps Foundation training or certification (FinOps Certified Practitioner or higher), or equivalent hands-on FinOps governance experience. Prior experience getting solutions listed, transacted, and scaled through AWS Marketplace, Azure Marketplace, or Google Cloud Marketplace. Excellent communication and executive presence, comfortable engaging hyperscaler leaders and C-level stakeholders at enterprise customers. Success metrics Partner-sourced and influenced pipeline created and advanced per quarter via hyperscaler motions. Net-new logo acquisitions and ARR closed through hyperscaler co-sell and marketplace routes. Secure a bank of Hyperscaler incentives – MDF, credits + cash - attributed to CoreStack for landing deals Adoption of CoreStack solution plays and assessments by hyperscaler field teams and partner programs. Preferred location: Seattle, US West / East Coast CoreStack offers: • Competitive salary • Competitive benefit package with appreciable equity • Exciting, fast-paced and entrepreneurial culture • Health insurance and other company benefits About: CoreStack provides a NextGen Cloud Governance platform that empowers enterprises to increase top-line revenues and gain a competitive edge through AI-powered real-time cloud governance on autopilot. CoreStack is successfully deployed with companies across multiple industries such as Healthcare, Financial Services, Retail, Education, Technology, and Government. CoreStack has a stellar leadership team, creative investors, and backed by industry-leading advisors. Gartner recognized CoreStack in the 2020 Cloud Computing Platforms Magic Quadrant. CoreStack is also a recent recipient of the 2021 Gold Stevie American Business Awards in the Cloud Infrastructure category and 2021 Gold Globee Winner of the Most Innovative Company of the Year in IT Cloud/SaaS, Tech Ascension Award 2022, CoreStack Wins DataCloud Global Award 2022 and 19th Annual 2023 Silver Globee Winner® Cybersecurity Awards.

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Responsibilities

The Partner Alliance Manager is responsible for driving revenue through Hyperscaler partners (AWS, Azure, Google Cloud, OCI) by owning pipeline targets, building joint business plans, and executing go-to-market motions like co-sell and marketplace listings. Key activities include managing partner-originated opportunities, increasing CoreStack mindshare across hyperscaler organizations, and coordinating co-branded marketing efforts.