Channel Account Executive – Cloud and Technology Alliances

Role Overview

• Own and deliver against a marketplace and alliances revenue quota, including pipeline creation, acceleration, and closed revenue
• Drive measurable revenue growth through hyperscaler marketplaces and strategic technology alliance partnerships
• Build, manage, and forecast a partner-sourced and partner-influenced pipeline in close collaboration with regional sales teams
• Lead co-sell, co-marketing, and referral motions with hyperscalers and aligned technology alliance partners to support quota attainment
• Develop compelling partner-facing value propositions and sales plays in partnership with Product Marketing
• Partner cross-functionally with Sales, Marketing, Partner, and Product teams to align alliance execution with regional GTM priorities and revenue goals
• Cultivate and manage executive and field-level relationships within hyperscalers and technology alliance partners to drive deal engagement and field alignment
• Execute marketplace GTM motions including private offers, joint offerings, and co-branded campaigns with resellers and technology partners
• Accurately track, forecast, and report marketplace-driven pipeline and revenue, ensuring strong inspection, cadence, and predictability
• Enable and influence regional sales teams through co-sell training, deal strategy sessions, and joint account planning
• Represent the company in joint business reviews, pipeline calls, partner summits, and industry events to drive deal momentum and partner commitment
• Ensure operational rigor, CRM hygiene, and visibility across partner-driven opportunities from creation through close

Requirements

• 4+ years of experience in cloud, marketplace, or technology alliance roles with direct or influenced revenue responsibility
• Proven success carrying and achieving revenue targets in a partner-led or co-sell environment
• Strong ability to build trusted relationships with partner sales teams and internal field organizations
• Deep understanding of hyperscaler ecosystems and marketplace sales motions
• Track record of managing complex partnerships that result in measurable pipeline and closed revenue
• Commercial mindset with the ability to engage directly in deal execution, negotiation, and sales alignment
• Excellent communication skills and the ability to influence across functions, levels, and regions
• Self-starter who thrives in a fast-paced, outcome-oriented, global environment
• Hands-on experience with AWS and Microsoft Azure Marketplaces, including private offers and co-sell motions
• Background working with ISVs or SaaS companies scaling revenue through hyperscaler alliances
• Prior channel, marketplace, or partner-led sales experience
• Experience working with Salesforce or similar CRM tools for pipeline and forecast management

Tech Stack

• AWS
• Azure
• Cloud

Benefits

• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep our bodies and minds sharp
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellbeing