Senior Manager of Cloud Alliances, Claroty

• We’re growing and looking to hire Senior Manager of Cloud Alliances - Americas who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity
• 6 - 9 years of experience in sales, business development, or strategic alliances, ideally in the tech industry
• 2+ years of experience managing an AWS partnership at a high-growth SaaS company
• Comprehensive understanding of the AWS ecosystem, backed by a proven success story of driving the co-sell flywheel
• Working knowledge of cloud technologies, cybersecurity, and industrial networks
• Strong proficiency with SalesForce, ACE, and cloud marketplace integration technologies like Tackle, Workspan, Sugar, etc
• Exceptional interpersonal, negotiation, and project management prowess
• Capable of thriving in a fast-paced, team-focused, and collaborative environment
• Strong communication skills, both written and verbal
• Bachelor’s degree in Business, Marketing, or a related discipline
• Fortitude to grind through manual account mapping exercises when necessary; resourcefulness to develop processes that save time and effort when possible

Desirable

• We're on the hunt for a creative and forward-thinking Senior Manager of Cloud Alliances who will help drive our collaboration with AWS and other CSPs
• In this essential role at Claroty, your primary responsibility will be to establish and scale our cloud Co-Sell motion in the Americas
• This is a new and exciting role in one of the key growth drivers within the GTM organization, reporting to the Global Head of Cloud Alliances
• Become the go-to field level contact for the AWS alliance in the Americas, guaranteeing regular communication and shared understanding of objectives. Liaise effectively with our dedicated Sales, Marketing, Customer Success, and Product teams to ensure enablement and alignment with our AWS GTM strategy
• Design and own the day-to-day implementation of a comprehensive cloud Co-Sell strategy that leverages both bottom-up and top-down motions to drive co-sell revenue, Marketplace transactions, and AWS-originated pipeline
• Own the AWS Marketplace process (MPPO, CPPO, and DSOR), and develop it over time from today’s manual action to one which scales with our growing business
• Create and deliver co-sell materials and training sessions to equip our sales team with knowledge about best practices for working with AWS, and to enable AWS field teams on our solutions
• Collaborate closely with our partner and field marketing teams to shape and execute our cloud Co-Market strategy
• Participate in and contribute to regular business reviews with AWS and internal contributors to monitor the ongoing effectiveness of the alliance