HiringCafe
Posted 4w ago

Partnerships / Cloud Alliance Lead

@ Suger
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San Francisco or Vancouver
$200k-$250k/yrHybridFull Time
Responsibilities:Own partnerships, Drive deals, Forecast pipeline
Requirements Summary:Lead cloud partnerships with major cloud providers; drive partner-sourced deals; manage pipeline; collaborate with GTM teams; data-driven decision making.
Technical Tools Mentioned:AWS, Azure, GCP, Snowflake
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Job Description
First, What We’re Actually Doing
 
Suger helps revenue teams sell more effectively by simplifying the workflows required to buy and sell through cloud marketplaces. We make it easier for our customers to transact, manage, and grow deals across AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake, creating a smoother buying experience for their customers. We’ve grown quickly by becoming the end-to-end orchestration system for the fastest growing sales channel (B2B Cloud Marketplaces) leveraging AI and integrations with core systems. Today, we work with over 250 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta. 
 
Location: San Francisco or Vancouver office


First, What We’re Actually Doing
 
Suger helps revenue teams sell more effectively by simplifying the workflows required to buy and sell through cloud marketplaces. We make it easier for our customers to transact, manage, and grow deals across AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake, creating a smoother buying experience for their customers. We’ve grown quickly by becoming the end-to-end orchestration system for the fastest growing sales channel (B2B Cloud Marketplaces) leveraging AI and integrations with core systems. Today, we work with over 250 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta. 
 
Location: San Francisco or Vancouver office


First, What We’re Actually Doing
 
Suger helps revenue teams sell more effectively by simplifying the workflows required to buy and sell through cloud marketplaces. We make it easier for our customers to transact, manage, and grow deals across AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake, creating a smoother buying experience for their customers. We’ve grown quickly by becoming the end-to-end orchestration system for the fastest growing sales channel (B2B Cloud Marketplaces) leveraging AI and integrations with core systems. Today, we work with over 250 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta. 
 
Location: San Francisco or Vancouver office


What You’ll Own (for real)
  • Own the cloud and partnership relationships, specifically AWS, Azure, GCP, Snowflake, DoIT and Sela cloud
  • Maniacally drive partner sourced and influence deals, working closely with our sales and marketing team. 
  • Forecast accurately and manage partnerships pipeline with discipline and transparency


    • How this is different from many partnerships role

    You must be the single biggest user of our product and its biggest critic. You will be critical to our product roadmap. We eat our own dog food - meaning we have 100% partner attach rates, and drive over 90% of our revenue through the marketplace. 

    Everyone on the GTM team is partnership-fluent (even if we may not all be proficient). You are coming in to introduce new ideas of how partnerships can be done with AI, data and systems minded thinking.



    Who This Is For
  • Grit. There’s nothing more important than this. You will feel stretched at times. You’ll learn a lot in this role. You must be humble and hungry. 
  • Top notch organization and attention to detail.
  • Ability to understand, synthesize and present data to founders and leadership team. (“tell me what’s important”).
  • Extreme ownership mentality.
  • Experience co-selling with hyperscalers is a must. Experience at a hyperscaler is a nice-to-have.


    • Why Join Us
  • The OTE for this role is $200,000–$250,000/year, depending on experience, market location, and overall fit for the role.
  • Competitive salary, comprehensive health insurance, monthly office stipends, meaningful equity plan, benefits, etc. 
  • Our mission is to bring a consumer experience to B2B sales. 
  • We are a team of ~60 people with hubs in SF and Vancouver. 
  • You get to manage 2 awesome partnerships associates!
  • Top-notch team - You'll work with an awesome bought-in team, who have both built large-scale enterprise SaaS products at top companies (e.g. Google, Meta, Salesforce, Confluent), and high-growth startups (e.g. Workstream, Motive, Square).
  • Well-funded / long runway
  • We are a fast-moving flat org and avoid hierarchical structures.