Cloud Alliance Manager Boston, MA

InterSystems Corporation; Boston (MA); On-site; USD 150,000 - 195,000; Full time

Benefits offered by this job

Medical insurance

Vision & Dental

Disability & Life insurance

401(k) Profit Sharing

Paid Time Off

Sales incentives

Job summary

InterSystems is seeking a Cloud Alliances Manager – North America to define and execute the joint GTM strategy with AWS and Google Cloud. You will drive revenue growth through partner collaboration, co-sell motions, and marketplace programs, leading pipeline creation and marketplace transactions across North America.

You will partner with cloud sellers, internal sales, and product teams to develop joint plays and enablement assets, ensuring alignment on priorities and revenue objectives.

Qualifications

• Bachelor’s degree in Business, IT, or related field.
• 5+ years in alliances, partner sales, cloud partnerships, or BD in enterprise software.
• Proven track record driving revenue via cloud partnerships or co-sell motions.
• Strong understanding of cloud GTM models, including co-sell and marketplace selling.
• Strong deal strategy, negotiation, and closing skills.
• Ability to influence cloud sellers and executive stakeholders.
• Excellent communication and commercial storytelling skills.
• Willingness to travel as needed.
• Experience using AI-assisted tools with ability to critically evaluate AI outputs.

Responsibilities

• Define joint GTM strategy with AWS and Google Cloud.
• Build and manage relationships with AWS/Google Cloud field sellers and partner teams.
• Develop joint sales plays and better‑together plans to drive pipeline and revenue.
• Establish InterSystems as a priority partner in cloud ecosystems.
• Own cloud-sourced and cloud-influenced pipeline and revenue.
• Lead co-sell motions leveraging AWS ACE and Google Cloud Co-Sell.
• Drive adoption of cloud marketplaces to accelerate deal velocity.
• Align with sales to generate demand and accelerate pipeline.
• Lead pipeline reviews and deal inspections with cloud partners.
• Collaborate with internal Product and Marketing to align cloud strategy and programs.

Skills

Cloud partnerships

Alliances & partner sales

Go-to-Market strategy

Pipeline management

Negotiation

Executive influence

Communication skills

Travel readiness

Education

Bachelor’s degree in Business/IT

Job description

As the Cloud Alliances Manager – North America, you will be responsible for defining the joint GTM strategy with top cloud partners. You will execute on this strategy in order to drive revenue growth through these partners, primarily with Amazon Web Services (AWS) and Google Cloud.

This is a sales-oriented role focused on strategy, pipeline creation, co-sell execution, and marketplace-driven revenue. You will work closely with cloud partner industry and field teams and internal sales to identify, develop, and close joint opportunities, leveraging cloud programs such as co-sell and marketplaces.

Success in this role requires deep experience navigating cloud ecosystems, influencing joint sales motions, and driving measurable revenue outcomes in a fast-paced, competitive environment.

Key Responsibilities

Cloud Partner Strategy & Relationship Management

• Define the joint GTM strategy with AWS and Google Cloud
• Build and manage strategic relationships with AWS and Google Cloud field sellers, partner teams, and industry leaders (e.g., Healthcare & Life Sciences, Financial Services)
• Develop joint sales plays and “better together” plans to drive aligned pipeline and revenue growth
• Establish InterSystems as a priority partner within cloud ecosystems
• Own and drive cloud-sourced and cloud-influenced pipeline and revenue
• Actively engage in deal strategy, qualification, and execution alongside cloud partner sellers and internal sales teams
• Be accountable for pipeline growth, closed-won revenue, and new logo acquisition through cloud channels and partnerships

Co-Sell & Marketplace Execution

• Lead joint co-sell motions leveraging programs such as AWS ACE and Google Cloud Co-Sell
• Drive adoption of cloud marketplaces (e.g., AWS Marketplace, Google Cloud Marketplace) to accelerate deal velocity and consumption
• Structure and support marketplace transactions, including private offers and consumption alignment

Go-to-Market Execution

• Develop and execute joint GTM plays and industry use cases with cloud partners
• Produce assets (solution briefs, enablement materials, business plans) that support the joint GTM strategy
• Align closely with sales teams to generate demand and accelerate pipeline
• Lead regular pipeline reviews and deal inspections with cloud partners

Cross-Functional Collaboration

• Partner closely with internal Product and Marketing stakeholders to align on cloud strategy, marketplace readiness, and co-sell motions
• Collaborate with internal product teams responsible for cloud partner programs, funding, and incentives to ensure alignment with revenue objectives
• Work with direct sales and sales engineering teams to win deals and accelerate sales cycles
• Act as the internal voice of the cloud partners, ensuring field and product alignment on priorities and opportunities

Qualifications

• Direct experience working with Amazon Web Services and/or Google Cloud as strategic partners, with a strong understanding of their go-to-market and co-sell motions
• Bachelor’s degree in Business, IT, or a related field
• 5+ years of experience in alliances, partner sales, cloud partnerships, or business development in enterprise software
• Proven track record of driving revenue through cloud partnerships or co-sell motions
• Strong understanding of cloud GTM models, including co-sell and marketplace selling
• Strong deal strategy, negotiation, and closing skills
• Demonstrated ability to influence cloud sellers and executive stakeholders
• Excellent communication and commercial storytelling skills
• Willingness to travel as needed
• Experience using AI-assisted tools (e.g., copilots, summarisation tools, or chatbots) with an ability to critically evaluate and verify AI-generated outputs
• Demonstrated ability to learn, evaluate, adapt to, propose and implement AI-augmented workflows to continually enhance your own, and the team’s, productivity

Preferred Qualifications

• Experience in healthcare or regulated industries
• Familiarity with cloud marketplace constructs (private offers, SaaS contracts, consumption models)
• Experience working in ISV + cloud co-sell environments
• Understanding of data platforms, interoperability, or analytics solutions

Benefits

• Medical, vision, and dental insurance
• Short-term and long-term disability, and life insurance
• 401(k) Profit Sharing Contribution
• Paid Time Off and Holidays
• Discretionary annual variable target incentive (sales incentives may vary 15%-35% of base pay on target)

We are an equal‑opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E‑Verify Employer in the United States.

About InterSystems

InterSystems, a creative data technology provider, delivers a unified foundation for next‑generation applications for healthcare, finance, manufacturing, and supply chain customers in more than 80 countries. Our data platforms solve interoperability, speed, and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978, InterSystems is committed to excellence through its 24×7 support for customers and partners worldwide. Privately held and headquartered in Boston, Massachusetts, InterSystems has 38 offices in 28 countries worldwide. For more information, please visit InterSystems.com.