Engagement Manager - Strategic Alliances

Fractal is a strategic AI partner to Fortune 500 companies with a vision to power every human decision in the enterprise. We are building a world where individual choices, freedom, and diversity are the greatest assets—an ecosystem where human imagination is at the heart of every decision. Fractal has been featured as a Great Place to Work by The Economic Times and recognized as a 'Cool Vendor' and a 'Vendor to Watch' by Gartner.

About the role

We are seeking a high-impact individual contributor to own and scale strategic revenue partnerships with large hyperscaler partners for our CPG & Retail vertical. This is a highly visible, quota-influencing role focused on driving co-sell motions, joint GTM initiatives, pipeline creation, and executive alignment across partner ecosystems. The ideal candidate combines strong alliance management capabilities with a deep understanding of cloud, data, and AI technologies. This person should be equally comfortable engaging partner account teams, solution architects, enterprise clients, and internal sales leadership to accelerate joint opportunities and revenue growth.

Responsibilities

• Strategic Partnership Management
  • Own and manage Fractal's strategic alliance relationships with hyperscaler partners within the CPG & Retail industry.
  • Develop and execute joint business plans aligned to revenue, pipeline, and strategic growth objectives.
  • Build trusted relationships across partner sales, industry, solution engineering, and executive leadership teams.
  • Drive executive cadence, QBRs, account mapping, and governance mechanisms with partners.
• Co-Sell & GTM Execution
  • Identify, shape, and accelerate co-sell opportunities with field teams of the hyperscalers.
  • Enable joint account planning and coordinated sales motions across target enterprise accounts.
  • Create and execute joint GTM campaigns, industry plays, workshops, and customer events.
  • Collaborate with Fractal client partners and sales teams to position partner-aligned AI, data, and cloud solutions.
• Pipeline & Revenue Growth
  • Generate qualified pipeline through partner-originated and partner-influenced opportunities.
  • Track and manage co-sell metrics, partner-sourced revenue, certifications, and marketplace opportunities through close collaboration with central Alliance Management teams.
  • Ensure alignment with hyperscaler incentive structures, partner programs, and funding mechanisms.
• Technology & Ecosystem Leadership
  • Maintain a strong understanding of modern data and AI ecosystems such as (indicative list, not exhaustive):
    • Azure Cloud
    • Databricks Lakehouse Platform
    • AI/ML and Gen AI architectures
    • Data engineering and analytics platforms
    • Enterprise modernization and cloud transformation programs
  • Work closely with solution architects and delivery teams to align Fractal offerings with partner technologies and priorities.
  • Stay current on evolving partner strategies, product roadmaps, and market trends.
• Internal Collaboration
  • Partner closely with sales, pre-sales, technology, marketing, global alliances, and delivery leadership teams.
  • Help refine existing vertical-specific offerings and joint value propositions for CPG & Retail clients, tailored to hyperscaler needs.
  • Act as the internal advocate and subject matter expert for hyperscaler partnership motions.

Requirements

• 8–15 years of experience in strategic alliances, partner sales, enterprise technology sales, or ecosystem management.
• Proven experience managing relationships with hyperscalers and/or strategic technology partners such as Microsoft, Databricks, AWS, Google Cloud, Snowflake, etc.
• Strong understanding of enterprise AI, data, cloud, and analytics technology stacks.
• Experience driving co-sell motions and navigating complex enterprise sales cycles.
• Demonstrated ability to influence cross-functional stakeholders without direct authority.
• Strong executive communication and relationship-building skills.
• Experience in CPG, Retail, or Consumer industries strongly preferred.
• Familiarity with hyperscaler co-sell/partner programs and tech ecosystem is highly desirable.
• Bachelor's degree required; MBA preferred.

What Success Looks Like

• Increased partner-enabled and partner-sourced revenue.
• Strong executive alignment with partner stakeholders.
• Scaled co-sell pipeline and faster opportunity progression.
• Successful joint GTM execution across strategic CPG & Retail accounts.
• Strong internal adoption of partner-led sales motions.

Pay

USD 148,000 - 183,000

This position is onsite in New York, NY, with preference for East Coast candidates. U.S. citizenship or Green Card required; this role is not eligible for immigration sponsorship.