Job Description:Job Description: Senior Manager – Alliances & Key AccountsRole OverviewWe are looking for a Senior Manager – Alliances & Key Accounts to own and scale our partnerships with AWS, Azure and GCP, while also directly managing a select set of strategic customer accounts. This role blends partner ecosystem leadership with direct revenue accountability, ensuring that alliance leverage translates into measurable business outcomes.Key ResponsibilitiesAlliance Management§ Act as the single point of contact for hyperscaler partner teams.§ Manage executive connects, QBRs, and alliance scorecards.§ Align to hyperscaler GTM priorities to maximize co-sell pipeline and incentives.Pipeline & Co-Sell Acceleration§ Drive co-sell opportunities with hyper-scaler account managers.§ Support sales teams in registering/co-selling deals via partner systems.§ Leverage MAPs, AMMP, Innovate, POCs, and funded pilots for pipeline acceleration.Key Account Management§ Own a portfolio of 3–5 strategic enterprise accounts.§ Build deep CXO-level relationships, drive expansions, and ensure renewals.§ Act as the bridge between alliance leverage and direct customer impact.Marketing & Joint GTM§ Partner with marketing to run joint GTM campaigns, webinars, and events.§ Manage MDF (Marketing Development Funds) and co-op budgets.§ Represent Rapyder at hyperscaler and customer events.Competency & Certification Growth§ Track progress towards competency/elite tier achievements.§ Partner with delivery leaders to drive certification targets.Internal Evangelist§ Conduct enablement sessions for sales and presales on alliance + key account learnings.§ Plan and conduct joint Hackathons, Code Build and other Tech Initiatives.§ Publish monthly updates on alliance programs, funding, and account wins.Qualifications§ 7–12 years in alliance management and enterprise account sales.§ Strong network in AWS, Azure, or GCP partner ecosystems.§ Proven success in managing strategic accounts with revenue targets.§ Strong executive presence, relationship-building, and deal-closure skills.§ Ability to influence cross-functional teams across Sales, Marketing, Delivery.Success Metrics (12 months)§ Partner-sourced or co-sell influenced pipeline contributes 20–25% of total order bookings.§ 15-20 major joint GTM campaigns launched with measurable ROI.§ New Competencies/elite statuses unlocked.§ New Logo Acquisition and Key Accounts show 20–30% YoY growth in revenue.
