Partner Alliance Manager (USA)

• 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)
  

• 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.
  

• 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.