Senior Cloud Alliances Manager

📋 Job Overview

We seek an experienced Sr. Cloud Alliance Manager to own the overall management, health, and growth of G2's relationship with AWS. This role combines strategic alliance leadership, field engagement, pipeline development, partner-program execution, and operational rigor. The successful candidate will serve as the connective tissue across AWS, G2 sales and account teams, and G2 corporate functions to translate the partnership into revenue, differentiated capabilities, and repeatable go-to-market outcomes.

🏢 About G2 - The Company

G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users. Now, we have joined forces with Capterra, SoftwareAdvice, and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence. And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.

🎯 The Role

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.

✅ Key Responsibilities

• Lead the development and execution of G2's AWS partnership strategy, focused on scalable, repeatable revenue growth.
• Cultivate deep relationships with key stakeholders at both G2 and the AWS, fostering seamless communication and collaboration.
• Secure executive alignment across partner and internal stakeholders, including C-suite and product leaders.
• Identify and pursue co-selling opportunities to leverage the hyperscaler ecosystem and expand market reach.
• Activate internal sales teams on partner co-sell plays by enabling and coaching them directly.
• Build joint GTM plans with AWS industry verticals and regional PDM and sales field teams.
• Demonstrated success leveraging AWS partner programs (Co-Sell, MPOPP, POC funding, MDF, WMP, PRM) and systems (ACE Pipeline Manager, Partner Central) to drive pipeline and revenue outcomes.
• Serve as the primary link between AWS, G2 sales teams, and top strategic accounts, ensuring both sides get full value from the partnership on active deals.
• Champion the development and implementation of innovative technology integrations between G2 and the hyperscaler platform to deliver best-in-class solutions for customers.
• Work with product and engineering teams to align on integration priorities and advance a technically grounded partnership roadmap.
• Collaborate on joint marketing initiatives to generate demand and build awareness for combined offerings within the hyperscaler ecosystem.
• Manage the partner pipeline forecasting process and track performance for the region, providing accurate data to leadership for strategic decision-making and resource allocation.
• Track and analyze key performance indicators (KPIs) to measure the success of the alliance and identify areas for continuous improvement.
• Use AI and creative problem-solving to build workflows and tools that scale this program's co-sell motion and enablement, rather than relying on manual process.
• Stay informed about upcoming launches, product changes, and leadership shifts, sharing updates with G2 leadership.

📌 Required Qualifications

• 5+ years of partnerships, integrations, or sales/account management experience.
• Proven track record of building and growing a successful partnership with AWS, including building GTM models.
• Experience in the AWS partner ecosystem is required today with expectation to expand ownership into GCP and Microsoft Marketplace partnerships as G2 expands its products marketplace presence and coverage.
• Proven experience building revenue growth and deal acceleration.

🎁 Benefits

Total On Target Earnings (Base + Bonus) $165K – $185K

At G2, we’re committed to building an equitable and inclusive workplace for all. That's why our compensation program is rooted in market data, transparency, fairness, and individual performance. We’ve built a company-wide framework to provide employees clarity on how compensation and success is measured at each level. This career framework supports our employees' professional growth and guides them to their PEAK. We also support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO.

🛂 Visa & Eligibility

U.S. work authorization required.