Cloud Alliance Manager

Darktrace; New York (NY); On-site; USD 120,000 - 160,000; Full time

Job summary

Darktrace is seeking a Cloud Alliances Manager for the Americas in New York. The role involves developing and executing partner strategies with AWS and Microsoft to drive revenue growth. Key responsibilities include managing relationships with partners, developing go-to-market strategies, and collaborating across marketing and channel teams. The ideal candidate will have extensive experience in roles focused on quota attainment, excellent communication skills, and executive presence. This position requires a self-starter comfortable with travel and working in a fast-paced environment.

Qualifications

• Extensive experience working in roles requiring quota attainment and key performance metrics.
• Experience articulating complex concepts to cross-functional teams and stakeholders.
• Good executive presence for presenting strategic ideas.

Responsibilities

• Serve as point of contact for AWS and Microsoft partnerships.
• Develop and execute strategy to achieve growth and revenue metrics.
• Manage pipeline and reporting on opportunities and programs.
• Lead management of GTM activities with AWS and MS.
• Grow Darktrace's channel partner strategy via marketplace.

Skills

Quota attainment

Clear communication

Executive presence

Presentation skills

Relationship building

Efficiency

Self-starter

Adaptability to travel

Job description

Darktrace is seeking the role of Cloud Alliances Manager - Americas. You will report to the Global VP, Strategic Alliances with a phenomenal opportunity to help develop and deliver on Darktrace’s multi-cloud strategy to support our customers on their security journey.

Darktrace’s relationship with cloud providers is critical to our long‑term growth and you will help us design and implement a successful scalable co‑sell strategy which would include enablement and programs. You will partner with the VP Sales and VP Channel and collaborate very closely with cross‑functional teams to maximise our relationships with AWS and Microsoft to grow revenue streams through our Partner Ecosystem as force‑multipliers.

Responsibilities:

• Serve as the point of contact for our Americas AWS and Microsoft partnerships including executive engagements and account team management.
• Develop and execute strategy, objectives and initiatives to achieve growth and revenue metrics.
• Create and effectively manage pipeline and reporting on opportunities and programs.
• Lead in the management of GTM activities with AWS and MS.
• Manage and grow Darktrace channel partner strategy via marketplace.
• Expand and elevate relationships within AWS and MS; forge new relationships at the sales leader and business unit level promoting Darktrace.
• Identify and execute against new programmes and growth initiatives that benefit both Darktrace and Channel Partners and collaborate on the development of new use cases and integrations.
• Develop a plan for incremental growth through the Cloud Marketplaces leveraging the channel and MSSP partner ecosystem with a regular update of that plan and its results.
• Work across marketing and channel teams to develop GTM co‑sell motions and demand generation programmes with AWS and MS.
• Assist in business justification and plan for product and certification roadmap.
• Work in alignment with Darktrace global alliance teams to manage Darktrace’s external brand within AWS and MS.

Requirements:

• Extensive experience working in roles that require quota attainment and key performance metrics.
• Clear communication skills and experience articulating complex concepts to cross‑functional teams and key stakeholders.
• Good executive presence, able to command a room while presenting or discussing strategic ideas.
• Ability to build crisp presentations that communicate Darktrace/Cloud Alliance value to internal/external stakeholders.
• Ability to build relationships easily with others and can do so over remote forms of communication.
• An executor who gets things done in an efficient manner and with high quality, often in creative ways.
• Motivated self‑starter with the ability to work in a fast‑paced dynamic environment and learn quickly.
• Comfortable with travel – we expect members of our Global Partner Organisation to 'walk the halls' of both Cloud and Channel Partners.