Senior Alliance Manager

About the role

Celigo is seeking a Senior Alliance Manager, Cloud & Data Platforms to lead and grow our co-sell motions with key cloud and data-platform partners. This role requires building strong relationships, driving pipeline, and enabling the sales team.

Responsibilities

• Own and grow Celigo’s co-sell motions with cloud and data-platform partners
• Manage joint pipeline, coordinate deals with partner field teams, and drive sourced and influenced revenue
• Stand up programs across cloud and data-platform partners
• Embed with partner field teams to build joint account plans and coordinate deal execution
• Identify, qualify, and advance co-sell opportunities using partner programs and manage the pipeline within co-sell systems
• Build relationships with Partner Development Managers and Partner Solutions Architects, and use competencies to unlock access to partner industry and segment teams
• Enable the Celigo sales team with positioning, talk tracks, and training that make co-sell conversations second nature, and keep the motion top of mind with a busy sales org
• Partner with marketing on MDF-funded activity and joint go-to-market: webinars, field events, and presence at partner flagship events
• Develop the “better-together” narrative, including the data-consumption story that earns genuine partner field engagement
• Own the cloud and data-platform pipeline forecast, and report sourced and influenced pipeline, marketplace transactions, and program participation to leadership monthly
• Run the alliance as a program with a clear operating cadence, coordinating across product, sales, marketing, enablement, finance, and legal without direct authority
• Partner with product on technical readiness for program requirements and carry partner feedback back to the team

Requirements

• Working knowledge of cloud-marketplace mechanics, including private offers, committed-spend drawdown, listing and transaction flow, and how partner field sellers are measured and motivated
• Proven ability to build co-sell motions with cloud and data-platform field teams that produce measurable partner-sourced and influenced pipeline
• Skilled at leading account mapping, executive business reviews, and a regular co-sell cadence in complex enterprise environments
• Able to navigate a matrixed organization and drive cross-functional execution through influence rather than authority
• Data-driven and metrics-oriented, translating co-sell activity into pipeline and revenue outcomes
• Self-directed and outcome-obsessed, comfortable in a fast-moving, build-stage environment where structure is limited
• Strong communicator who can enable a busy sales org and tell a strategic story to leadership

Qualifications

• 6+ years in partner sales, alliances, or channel roles in SaaS or cloud, with direct, hands-on experience managing hyperscaler and/or cloud data-platform partnerships
• Direct experience with AWS partner programs strongly preferred; Azure, GCP, or data-platform equivalents transfer
• iPaaS, integration, or data-platform domain knowledge, including data warehouses and why cloud- and platform-consumption stories matter to partners
• Hands-on experience applying for and validating Partner Competencies and Specializations, and progressing through partner tiers
• Prior time inside a hyperscaler or data platform — AWS, Google, Microsoft, Snowflake, Databricks — in field, partner, or specialist roles, a plus
• Experience taking a company from an early partner program to scaled partner-sourced revenue, a plus

Skills

• Working knowledge of cloud-marketplace mechanics
• Ability to build co-sell motions with cloud and data-platform field teams
• Leadership in account mapping and executive business reviews
• Data-driven and metrics-oriented approach
• Strong communication skills

Benefits

• Remote-first culture
• High-growth, inclusive work environment
• Lightspeed learning opportunities
• Competitive compensation and benefits
• Parental leave and a generous benefits package
• Monthly tech stipend
• Recognition and career development opportunities
• Diversity, Equity, Inclusion, and Accessibility initiatives

Pay

$130,000 - $160,000 annually

Schedule

Full-time