Cloud Alliance Manager

About the role

You will be LangChain's dedicated cloud alliance lead for AWS and GCP, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and LangChain's GTM organization to turn partner relationships into closed deals.

What You'll Do

• Own and grow LangChain's co-sell motions with AWS and GCP, managing joint pipeline, coordinating on deals with cloud field teams, and driving sourced and influenced revenue through both partners
• Manage LangChain's presence on AWS Marketplace and GCP Marketplace — including ACE hygiene, co-sell program enrollment, and working with our marketplace integration platforms
• Build and maintain strong working relationships with alliance managers, ISV partner teams, and cloud field sellers at AWS and GCPC
• Collaborate with LangChain's sales, solutions engineering, and marketing teams to equip them for cloud co-sell motions and identify accounts where the cloud angle creates leverage
• Collaborate with marketing to execute impactful co-branded campaigns, events, and content that generate pipeline and strengthen market positioning
• Identify new programs, credits, and funding opportunities (e.g., AWS ISV Accelerate, GCP Partner programs) and operationalize them across the team

What You'll Bring

• 5+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing AWS and/or GCP partnerships
• Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals
• Experience with cloud marketplace transactions and programs (AWS/GCP Marketplace, MPPO, CPPO etc.)
• Experience with marketplace GTM platforms and referral automations
• Enough technical foundation to speak credibly with builders, you don't need to write code, but you need to understand how LangChain products fit into a customer's stack
• Strong operational discipline, you can manage a pipeline, track partner activity, and communicate results clearly to internal stakeholders
• Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations

Nice to Have's

• Existing relationships at AWS or GCP (ISV team, field sellers, or marketplace teams)
• Familiarity with the AI/ML ecosystem knowledge of how LLMs, agents, or developer tooling fit into enterprise stacks
• Experience with partner programs specific to AI/data (e.g. AWS ISV programs, GCP AI/ML partner tracks)
• Prior experience at a developer tools or infrastructure company with a PLG motion.

Compensation and Benefits

We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Benefits include things like medical, dental, and vision coverage, flexible vacation, a 401(k) plan, and life insurance. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations. Annual salary range: $165,000 - $200,000 OTE + Equity.