Director of Partnerships

North Cloud; New York (NY); Hybrid; USD 130,000 - 175,000; Full time

Benefits offered by this job

Unlimited PTO

Parental leave (16 weeks)

Company breaks

Medical PPO coverage

Sabbatical

Job summary

North Cloud in Brooklyn, NY seeks a Director of Partnerships to build North’s cloud provider partnership function with AWS as the anchor. You’ll own relationships across AWS and extend playbooks to Azure and GCP, driving co-sell motions and partner-sourced pipeline. Report to Sales VP and collaborate with Marketing, Sales, and Engineering.

The role emphasizes revenue ownership, ecosystem growth, and quarterly business reviews, with a hybrid setup in New York City and Dumbo office.

Qualifications

• 5+ years in partnerships, alliances, channel sales, or ecosystem management.
• Direct experience in the AWS partner ecosystem; existing relationships inside AWS are highly valued.
• Track record building a partnership motion from scratch.
• Comfort carrying and owning a revenue number.
• Strong relationship-building and negotiation skills.
• Based in the New York City Metropolitan Area.

Responsibilities

• Own the AWS relationship end to end. Build and deepen relationships across AWS partner teams, account managers, and field sellers. Drive co-sell motion, marketplace presence, and partner-sourced pipeline.
• Extend to Azure and GCP. Apply the same playbook to Microsoft Azure and Google Cloud as secondary cloud provider partnerships.
• Partner with Account Executives. Participate directly in active sales opportunities and establish engagement protocols to connect partner efforts with sales.
• Grow the surrounding ecosystem. Develop relationships with consultancies, MSPs, and technology partners that sit alongside the cloud providers.
• Turn relationships into revenue. Partner with Sales on co-sell and partner-sourced deals from introduction through close.
• Operate the program. Run quarterly business reviews, track sourced and influenced pipeline, and report on performance.
• Build demand with Marketing. Co-marketing, joint content, and campaigns via partner channels.
• Show up where the ecosystem is. Represent North at AWS re:Invent and cloud events.

Skills

Partnerships & alliances

AWS ecosystem

New business development

Revenue ownership

Negotiation skills

New York familiarity

Job description

Director of Partnerships

North Cloud Brooklyn, New York, United States

About this position

About North Cloud

The public cloud is rapidly evolving, with businesses investing over $200B annually in cloud technology. As AI accelerates demand for scalable infrastructure, cloud costs are soaring, and most teams still rely on spreadsheets to manage them.

At North, we’re building the next‑generation cloud spend management platform. We give companies real‑time visibility, control, and automation over their cloud finances, so they can grow efficiently, without wasting time or money.

Backed by top‑tier investors and trusted by global customers like Brave, The New York Public Library, and SumUp, we’re assembling a world‑class team to redefine how businesses manage cloud infrastructure.

About the Role

We’re hiring our first Director of Partnerships to build North’s cloud provider partnership function from the ground up, with AWS as the anchor relationship.

This is a 0→1 role. You’ll own how North shows up inside the AWS ecosystem with partner teams, account managers, and field sellers. Those relationships will transform into co‑sell motion and sourced pipeline. From there, you’ll extend the same playbook to Azure and GCP, and to the consultancies, MSPs, and technology partners that serve the same customers.

You’ll report to the VP of Sales and work closely with teams on Marketing, Sales, and Engineering.

Why cloud providers want us in the room:

optimized customers are loyal customers. Waste is what drives teams to shop their workloads elsewhere. When we help a customer get clean, we protect that account and grow it over the long run which is exactly why this is a partnership, not a conflict.

What You’ll Do

• Own the AWS relationship end to end. Build and deepen relationships across AWS partner teams, account managers, and field sellers. Drive co‑sell motion, marketplace presence, and partner‑sourced pipeline.
• Extend to Azure and GCP. Apply the same playbook to Microsoft Azure and Google Cloud as secondary cloud provider partnerships.
• Partner with Account Executives. Participate directly in active sales opportunities, assist sellers with navigating key cloud provider contacts, and establish clear engagement protocols to seamlessly connect partner alliance efforts with active sales opportunities.
• Grow the surrounding ecosystem. Develop relationships with consultancies, MSPs, and technology partners that sit alongside the cloud providers in our customers’ environments.
• Turn relationships into revenue. Partner with Sales on co‑sell and partner‑sourced deals from introduction through close. You will build the engagement and attribution processes that make the motion repeatable.
• Operate the program. Run quarterly business reviews with partners, track sourced and influenced pipeline, and report clearly on what’s working.
• Build demand with Marketing. Work with Marketing on co‑marketing, joint content, and campaigns that reach customers through partner channels.
• Show up where the ecosystem is. Represent North at AWS re:Invent and summits, cloud provider events, and the FinOps community.

What We’re Looking For

• 5+ years in partnerships, alliances, channel sales, or ecosystem management
• Direct experience in the AWS partner ecosystem; existing relationships inside AWS are what we’re most excited about
• A track record building a partnership motion from scratch, not just maintaining an established one
• Comfort carrying and owning a revenue number
• Strong relationship‑building and negotiation skills, and the judgment to know which partnerships are worth the time
• Based in the New York City Metropolitan Area

Nice to Have

• FinOps or cloud cost management background
• Series A–C startup experience

Why This Role Matters

Channel will be a core revenue lever for North.

As cloud spend grows and companies seek cost optimization partners, resellers and ecosystem relationships will play a critical role in how customers discover and adopt North.

You’ll help define how we scale beyond direct sales, turning strategic partnerships into a predictable growth engine.

Work Setup

Hybrid role based in New York City, with an office in Dumbo, Brooklyn.

Benefits

• Unlimited PTO
• 16-week fully paid parental leave (20 weeks at 50% for mothers)
• Company‑wide breaks: last week of August & Dec 23–Jan 3
• The opportunity to participate in company benefits, including a Medical PPO Plan with majority of the premium covered by North.
• 30‑day sabbatical every 4 years

Compensation

• $130,000 – $175,000 base salary, + uncapped performance based component, + equity.
• (Comp structure flexible depending on seniority and channel experience.)

The pay range for this role is: 130,000 - 175,000 USD per year (Brooklyn HQ)