Head Of Cloud Alliances & Partnership

Description

Welcome to Zesty, a dynamic startup at the forefront of cloud optimization innovation!

Zesty’s Mission

Zesty is a startup company specializing in automated optimization solutions, aiming to help organizations reduce costs and enhance operational efficiency. The company offers a range of products designed for DevOps and FinOps teams responsible for managing cloud usage within organizations.

Location: San Mateo, CA (This is a remote role)

Eligibility: Must be authorized to work in the U.S. (no visa/relocation support)

About the Role

Zesty is at a point where partners aren’t just a channel - they’re a core part of how we grow and deliver value. We’re looking for someone to own that motion end-to-end and help shape what that looks like at scale.

What You Own

• Partner-sourced ARR - you set the targets, you hit them
• Recruitment and activation of MSPs, VARs, SIs and resellers in the AWS/Azure/GCP ecosystem
• Full partner lifecycle: from first conversation to a live, revenue-generating GTM motion
• Joint pipeline with each partner - you build it, track it, and own the number
• Go-to-market strategy per partner segment - not a template, a real playbook
• Cloud alliance
• Executive relationships at partner organizations - you’re their Zesty counterpart
• Tight collaboration with Sales, Marketing, and RevOps to convert partner pipeline into closed revenue

Requirements

• 10+ years in channel/partnerships, with at least 3 years owning a partner revenue number
• Experience in a high-growth SaaS startup
• Proven track record growing MSP/VAR partnerships in the cloud ecosystem - from pipeline to closed ARR
• Deep relationships in the AWS and/or Azure partner networks
• Has built GTM motions, not just managed them
• Comfortable being the only person in the room who owns the partner P&L - no safety net
• Sharp commercial instincts: you negotiate, influence, and close
• Native-level English - written and verbal

Nice to Have

• K8s domain knowledge
• FinOps or cloud cost management domain knowledge

Why is it exciting being a Zester- 

At Zesty, we're a team of driven, forward-thinkers passionate about pushing the boundaries of cloud optimization. Our culture encourages creativity, curiosity, and a willingness to embrace challenges.

We care about: 

• Diversity & Inclusion -  Be yourself! We welcome employees from all backgrounds and have created a workplace where everyone can feel empowered.
• Transparency - Transparency: We share our success stories, failures, processes, numbers, and everything in between. If you want to know something that wasn't shared with you – just ask!
• One Team - We genuinely trust each other which enables us to act as one team working together toward the same mission. All team members are equally important
• Open Communication & Feedback - When facing challenges, we always look for fresh ideas and ways to overcome them and We embrace constructive feedback that can and should be given to anyone
• Ego is out at the door - Ego obscures and disrupts everything: the planning process, the ability to take good advice, and the ability to accept constructive feedback. We operate with a high degree of humility