As the Cloud Alliances Manager – North America, you will be responsible for defining the joint GTM strategy with top cloud partners. You will execute on this strategy in order to drive revenue growth through these partners, primarily with Amazon Web Services (AWS) and Google Cloud.
This is a sales-oriented role focused on strategy, pipeline creation, co-sell execution, and marketplace-driven revenue. You will work closely with cloud partner industry and field teams and internal sales to identify, develop, and close joint opportunities, leveraging cloud programs such as co-sell and marketplaces.
Success in this role requires deep experience navigating cloud ecosystems, influencing joint sales motions, and driving measurable revenue outcomes in a fast-paced, competitive environment.
Key Responsibilities
Cloud Partner Strategy & Relationship Management
- Define the joint GTM strategy with AWS and Google Cloud
- Build and manage strategic relationships with AWS and Google Cloud field sellers, partner teams, and industry leaders (e.g. Healthcare & Life Sciences, Financial Services etc.)
- Develop joint sales plays and “better together” plansto drive aligned pipeline and revenue growth
- Establish InterSystems as a priority partner within cloud ecosystems
Revenue & Pipeline Ownership
- Own and drive cloud-sourced and cloud-influenced pipeline and revenue
- Actively engage in deal strategy, qualification, and execution alongside cloud partner sellers and internal sales teams
- Be accountable for pipeline growth, closed-won revenue, and new logo acquisition through cloud channels and partnerships
Co-Sell & Marketplace Execution
- Lead joint co-sell motions leveraging programs such as AWS ACE and Google Cloud Co-Sell
- Drive adoption of cloud marketplaces (e.g., AWS Marketplace, Google Cloud Marketplace) to accelerate deal velocity and consumption
- Structure and support marketplace transactions, including private offers and consumption alignment
Go-to-Market Execution
- Develop and execute joint GTM plays and industry use cases with cloud partners
- Produce assts (solution briefs, enablement materials, business plans) that support the joint GTM strategy
- Align closely with sales teams to generate demand and accelerate pipeline
- Lead regular pipeline reviews and deal inspections with cloud partners
Cross-Functional Collaboration
- Partner closely with internal Product and Marketing stakeholders to align on cloud strategy, marketplace readiness, and co-sell motions
- Collaborate with internal product teams responsible for cloud partner programs, funding, and incentives to ensure alignment with revenue objectives
- Work with direct sales and sales engineering teams to win deals and accelerate sales cycles
- Act as the internal voice of the cloud partners, ensuring field and product alignment on priorities and opportunities
Qualifications
- Direct experience working with Amazon Web Services and/or Google Cloud as strategic partners, with a strong understanding of their go-to-market and co-sell motions
- Bachelor’s degree in Business, IT, or a related field
- 8+ years of experience in alliances, partner sales, cloud partnerships, or business development in enterprise software
- Proven track record of driving revenue through cloud partnerships or co-sell motions
- Strong understanding of cloud GTM models, including co-sell and marketplace selling
- Strong deal strategy, negotiation, and closing skills
- Demonstrated ability to influence cloud sellers and executive stakeholders
- Excellent communication and commercial storytelling skills
- Willingness to travel as needed
- Experience using AI-assisted tools (e.g. copilots, summarisation tools, or chatbots) with an ability to critically evaluate and verify AI-generated outputs
- Demonstrated ability to learn, evaluate, adapt to, propose and implement AI-augmented workflows in order to continually enhance your own, and the team’s, productivity
Preferred Qualifications
- Experience in healthcare or regulated industries
- Familiarity with cloud marketplace constructs (private offers, SaaS contracts, consumption models)
- Experience working in ISV + cloud co-sell environments
- Understanding of data platforms, interoperability, or analytics solutions
We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.
About InterSystems
InterSystems, a creative data technology provider, delivers a unified foundation for next-generation applications for healthcare, finance, manufacturing, and supply chain customers in more than 80 countries. Our data platforms solve interoperability, speed, and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978, InterSystems is committed to excellence through its 24×7 support for customers and partners around the world. Privately held and headquartered in Boston, Massachusetts, InterSystems has 38 offices in 28 countries worldwide. For more information, please visit InterSystems.com.
AI Disclaimer
InterSystems may use AI tools for its internal operations including administrative tasks during recruitment (e.g., organizing candidate information). InterSystems’ approach to AI is guided by the InterSystems Responsible AI Guidelines. AI is not used to make or influence hiring decisions. All decisions are made by InterSystems employees.
Candidates may use AI for CV or interview preparation, provided materials are truthful and reflect their own experience. AI tools and third-party transcription services must not be used during interviews or assessments.
Please note that the use of wearable technology, including any AI-related tools or other technology-connected devices (such as META or Google smart glasses and/or wearables, and/or any similar devices), is strictly prohibited during the interview and screening process with InterSystems. Any applicant who requires a wearable device or any type of technology support during the interview process as a reasonable accommodation under the ADA or applicable state or country laws and regulations must contact the InterSystems Human Resources Department prior to attending or participating in any interview or screening process.
