Role description
Senior Cloud Alliances Manager
G2About G2 - The Company
G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.
Now, we have joined forces with Capterra, SoftwareAdvice, and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.
And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.
Does that sound exciting to you? Come join us as we try to reach our next PEAK!
About G2 - Our People
At G2, everything we are and what we do is grounded in our PEAK values— (Performance + Entrepreneurship + Authenticity + Kindness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.
You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.
About The Role
We seek an experienced Sr. Cloud Alliance Manager to own the overall management, health, and growth of G2's relationship with AWS. This role combines strategic alliance leadership, field engagement, pipeline development, partner-program execution, and operational rigor. The successful candidate will serve as the connective tissue across AWS, G2 sales and account teams, and G2 corporate functions to translate the partnership into revenue, differentiated capabilities, and repeatable go-to-market outcomes.
In This Role, You Will:
Lead the development and execution of G2's AWS partnership strategy, focused on scalable, repeatable revenue growth.
Cultivate deep relationships with key stakeholders at both G2 and the AWS, fostering seamless communication and collaboration.
Secure executive alignment across partner and internal stakeholders, including C-suite and product leaders.
Identify and pursue co-selling opportunities to leverage the hyperscaler ecosystem and expand market reach.
Activate internal sales teams on partner co-sell plays by enabling and coaching them directly.
Build joint GTM plans with AWS industry verticals and regional PDM and sales field teams.
Demonstrated success leveraging AWS partner programs (Co-Sell, MPOPP, POC funding, MDF, WMP, PRM) and systems (ACE Pipeline Manager, Partner Central) to drive pipeline and revenue outcomes.
Serve as the primary link between AWS, G2 sales teams, and top strategic accounts, ensuring both sides get full value from the partnership on active deals.
Champion the development and implementation of innovative technology integrations between G2 and the hyperscaler platform to deliver best-in-class solutions for customers.
Work with product and engineering teams to align on integration priorities and advance a technically grounded partnership roadmap.
Collaborate on joint marketing initiatives to generate demand and build awareness for combined offerings within the hyperscaler ecosystem.
Manage the partner pipeline forecasting process and track performance for the region, providing accurate data to leadership for strategic decision-making and resource allocation.
Track and analyze key performance indicators (KPIs) to measure the success of the alliance and identify areas for continuous improvement.
Use AI and creative problem-solving to build workflows and tools that scale this program's co-sell motion and enablement, rather than relying on manual process.
Stay informed about upcoming launches, product changes, and leadership shifts, sharing updates with G2 leadership.
Minimum Qualifications:
We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway.
5+ years of partnerships, integrations, or sales/account management experience.
Proven track record of building and growing a successful partnership with AWS, including building GTM models.
Experience in the AWS partner ecosystem is required today with expectation to expand ownership into GCP and Microsoft Marketplace partnerships as G2 expands its products marketplace presence and coverage.
Proven experience building revenue growth and deal acceleration through a hyperscale marketplace.
Strong presentation skills, business planning and sales forecasting.
Excellent client-facing communication skills with a customer-focused mindset.
Thrives in a collaborative environment with critical thinking and problem-solving abilities.
Strong, driven decision-making and leadership capabilities.
Experience managing high-profile partnerships with technology or marketplace partners.
What Can Help Your Application Stand Out:
B2B SaaS industry or digital marketing industry experience
Experience managing partnerships with Microsoft Azure, AWS, Google Cloud/GCP, RedHat, CDW, SAP, etc.
Working knowledge of hyperscaler co-sell programs to navigate multi-partner attach scenarios.
Our Commitment to Inclusivity and Diversity
At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.
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