Partnerships Manager – Sales & Alliances

Techjays; Menlo Park (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Techjays is seeking a Partnerships Manager to drive revenue through a cloud and AI partner ecosystem. You will build relationships with Field Sales Reps and Account Executives at Google Cloud, AWS, and Azure to convert opportunities into deals.

You will shape partnership-led sales strategy, manage joint-selling with hyperscaler teams, and track pipeline and revenue to inform leadership decisions. This high-autonomy role centers on strategic alliances and GTM execution.

Qualifications

• 6-8 years of direct experience in partnership/alliance roles within the cloud ecosystem.
• Proven track record of closing multiple deals through Google Cloud, AWS, or Azure partner networks.
• Established relationships with FSRs and Account Executives at hyperscalers.
• Strong understanding of co-sell motions, deal registration, and partner-sourced pipeline management.
• Ability to advise leadership on partnership-led go-to-market strategy, not just execute existing programs.

Responsibilities

• Build and leverage relationships with FSRs and Account Executives at Google Cloud, AWS, and Azure to generate qualified pipeline.
• Drive co-sell motions end-to-end - from partner-sourced lead to closed deal.
• Define and execute our partnership-led sales strategy, advising leadership on where and how to prioritize partner channels.
• Identify and pursue joint-selling opportunities with hyperscaler account teams.
• Represent the company in partner-facing sales conversations and deal reviews.
• Track partner-sourced pipeline and revenue, and report on channel performance to leadership.
• Work around partner-led sales incentives, collaborating with external partnership teams for funding initiatives.
• Expand our footprint within the Google Cloud, AWS, and Azure partner ecosystems by building new FSR/AE relationships.

Skills

Partnership management

Cloud ecosystem

Co-sell motions

Relationship building

Deal registration

Pipeline management

GTM strategy

Strategic alliances

Job description

About the Role

We're hiring a Partnerships Manager to drive revenue through our cloud and AI partner ecosystem. This is a sales-oriented alliances role - we need someone who has already built relationships with Field Sales Reps (FSRs) and Account Executives at Google Cloud, AWS, or Azure, and has a track record of converting those relationships into closed deals. You'll shape how we approach partnership-led sales strategically, not just manage program operations.

What You'll Do

• - Build and leverage relationships with FSRs and Account Executives at Google Cloud, AWS, and Azure to generate qualified pipeline
• - Drive co-sell motions end-to-end - from partner-sourced lead to closed deal
• - Define and execute our partnership-led sales strategy, advising leadership on where and how to prioritize partner channels
• - Identify and pursue joint-selling opportunities with hyperscaler account teams
• - Represent the company in partner-facing sales conversations and deal reviews
• - Track partner-sourced pipeline and revenue, and report on channel performance to leadership
• - Work around partner-led sales incentives, collaborating with external partnership teams for funding initiatives
• - Expand our footprint within the Google Cloud, AWS, and Azure partner ecosystems by building new FSR/AE relationships

What You Need

• - 6-8 years of direct experience in partnership/alliance roles within the cloud ecosystem
• - Demonstrated track record of closing multiple deals through Google Cloud, AWS, or Azure partner networks
• - Established relationships with FSRs and Account Executives at one or more hyperscalers
• - Strong understanding of co-sell motions, deal registration, and partner-sourced pipeline management
• - Ability to advise leadership on partnership-led go-to-market strategy, not just execute existing programs
• - Strong sales acumen and comfort owning revenue-linked outcomes
• - Excellent relationship-building and stakeholder communication skills

Nice to Have

• - Experience working with Partner Development Managers/Executives in AI-first partner ecosystems like Anthropic and OpenAI
• - Experience with partner certification programs (Anthropic Claude Partner Network, AWS APN, Azure, GCP)

Who You Are

• - A relationship-first operator who can open doors within hyperscaler sales teams
• - Commercially minded - you think in terms of pipeline, deal velocity, and closed revenue
• - A strategic thinker who can shape how the company approaches partnership-led sales, not just follow a playbook
• - Comfortable operating with high autonomy and ownership of outcomes

Skills: Partner Sales, Co-sell, Channel Partnerships, Google Cloud Partner Network, AWS Partner Network, Microsoft Azure Partner Network, Deal Registration, Pipeline Management, Strategic Alliances, GTM Strategy