Role Summary
We are seeking a high-impact Cloud Marketplace & Alliances Manager to own and deliver revenue growth through hyperscaler marketplaces and strategic technology alliances. This is a quota‑carrying role with direct responsibility for marketplace‑sourced and partner‑influenced pipeline and revenue.
What You Will Do
* Own and deliver against a marketplace and alliances revenue quota, including pipeline creation, acceleration, and closed revenue
* Drive measurable revenue growth through hyperscaler marketplaces and strategic technology alliance partnerships
* Build, manage, and forecast a partner‑sourced and partner‑influenced pipeline in close collaboration with regional sales teams
* Lead co‑sell, co‑marketing, and referral motions with hyperscalers and aligned technology alliance partners to support quota attainment
* Develop compelling partner‑facing value propositions and sales plays in partnership with Product Marketing
* Partner cross‑functionally with Sales, Marketing, Partner, and Product teams to align alliance execution with regional GTM priorities and revenue goals
* Cultivate and manage executive and field‑level relationships within hyperscalers and technology alliance partners to drive deal engagement and field alignment
* Execute marketplace GTM motions including private offers, joint offerings, and co‑branded campaigns with resellers and technology partners
* Accurately track, forecast, and report marketplace‑driven pipeline and revenue, ensuring strong inspection, cadence, and predictability
* Enable and influence regional sales teams through co‑sell training, deal strategy sessions, and joint account planning
* Represent the company in joint business reviews, pipeline calls, partner summits, and industry events to drive deal momentum and partner commitment
* Ensure operational rigor, CRM hygiene, and visibility across partner‑driven opportunities from creation through close
What You Will Bring
* 4+ years of experience in cloud, marketplace, or technology alliance roles with direct or influenced revenue responsibility
* Proven success carrying and achieving revenue targets in a partner‑led or co‑sell environment
* Strong ability to build trusted relationships with partner sales teams and internal field organizations
* Deep understanding of hyperscaler ecosystems and marketplace sales motions
* Track record of managing complex partnerships that result in measurable pipeline and closed revenue
* Commercial mindset with the ability to engage directly in deal execution, negotiation, and sales alignment
* Excellent communication skills and the ability to influence across functions, levels, and regions
* Self‑starter who thrives in a fast‑paced, outcome‑oriented, global environment
Preferred Qualifications
* Hands‑on experience with AWS and Microsoft Azure Marketplaces, including private offers and co‑sell motions
* Background working with ISVs or SaaS companies scaling revenue through hyperscaler alliances
* Prior channel, marketplace, or partner‑led sales experience
* Experience working with Salesforce or similar CRM tools for pipeline and forecast management
In the United States, the base salary for this role ranges from $118,800 to $198,000. In addition to the base salary, there is a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job‑related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
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