Senior Cloud Alliance Manager

The Senior Cloud Alliance Manager owns the commercial relationship with a major cloud / hyperscaler ecosystem and the machinery that turns it into revenue - the individual contributor who takes a signed cloud partnership and makes it transact: a marketplace listing customers can actually buy through, private offers that close real deals, co-sell registered in the cloud partner's programs so their field pulls the company into accounts, and cloud consumption that draws down against a customer's committed spend. Core ownership is the cloud go-to-market end to end: the marketplace motion (listing, transactability, private offers, committed-spend / drawdown eligibility), the co-sell motion inside the hyperscaler's field and co-sell programs, the cloud partner-program navigation (tiers, competencies / designations, and the funding those unlock), and the commercial side of the technical integration alliance on the platform. This is an individual-contributor seat that manages partners, not people: it reports up to a Director or Head of Alliances / Cloud Partnerships, works with the cloud partner's partner-development and partner-sales roles and their field sellers, and hands the integration build to a Partner Engineer rather than writing it. It is a cloud specialization, not a general alliance seat - the marketplace and co-sell vocabulary is native to it and largely foreign to the general alliance ladder. It is not a general Alliance Manager or Senior Alliance Manager, who run strategic technology and GTM alliances broadly (a cloud partner may be one of their alliances, but the marketplace transactability, committed-spend drawdown, and cloud co-sell-program mechanics that are this seat's daily craft are not their specialization); not a Regional Cloud Data Platform Partner Manager, who owns one cloud-data-platform ecosystem partner within a region / territory (this seat carries the cloud alliance at broader, senior scope, not a single-partner territory book); not a Technology Alliance and Enablement Lead, who owns the technical relationship and partner enablement for a platform / ISV partner (this seat owns the commercial cloud alliance and its revenue motion); and not a Partner Engineer, who builds the integration and the technical joint solution (this seat owns whether that solution is marketplace-transactable and co-sellable, not the build). Performance is visible in marketplace-sourced revenue, partner-sourced and partner-influenced cloud consumption, co-sell pipeline the hyperscaler's field engages, and program-tier / funding attainment - so better judgment produces measurable cloud reach the platform can verify. What separates great from average is treating the cloud alliance as a consumption-and-co-sell business the platform can measure, not a logo and a listing: a marketplace listing that is genuinely transactable with private offers that close, not a brochure page nobody can buy through; co-sell that is registered and sitting in the hyperscaler field's account plans, not an executive handshake; consumption that actually draws down a customer's committed cloud spend, because that is the number the cloud partner's field is comped on and the reason they pull you into deals; and program navigation that unlocks real funding and co-sell priority through attained competencies, not a tier badge on a slide. A mediocre cloud alliance manager gets a listing published and calls it a go-to-market; a great one makes the company a partner the hyperscaler's sellers actively want in their deals because the joint motion moves the consumption number both sides are measured on.