Head Of Cloud Alliances & Partnership

Description Welcome to Zesty, a dynamic startup at the forefront of cloud optimization innovation! Zesty’s Mission Zesty is a startup company specializing in automated optimization solutions, aiming to help organizations reduce costs and enhance operational efficiency. The company offers a range of products designed for DevOps and FinOps teams responsible for managing cloud usage within organizations. Location: San Mateo, CA (This is a remote role) Eligibility: Must be authorized to work in the U.S. (no visa/relocation support) About the Role Zesty is at a point where partners aren’t just a channel - they’re a core part of how we grow and deliver value. We’re looking for someone to own that motion end-to-end and help shape what that looks like at scale. What You Own Partner-sourced ARR - you set the targets, you hit them Recruitment and activation of MSPs, VARs, SIs and resellers in the AWS/Azure/GCP ecosystem Full partner lifecycle: from first conversation to a live, revenue-generating GTM motion Joint pipeline with each partner - you build it, track it, and own the number Go-to-market strategy per partner segment - not a template, a real playbook Cloud alliance Executive relationships at partner organizations - you’re their Zesty counterpart Tight collaboration with Sales, Marketing, and RevOps to convert partner pipeline into closed revenue Requirements 10+ years in channel/partnerships, with at least 3 years owning a partner revenue number Experience in a high-growth SaaS startup Proven track record growing MSP/VAR partnerships in the cloud ecosystem - from pipeline to closed ARR Deep relationships in the AWS and/or Azure partner networks Has built GTM motions, not just managed them Comfortable being the only person in the room who owns the partner P&L - no safety net Sharp commercial instincts: you negotiate, influence, and close Native-level English - written and verbal Nice to Have K8s domain knowledge FinOps or cloud cost management domain knowledge Why is it exciting being a Zester- At Zesty, we're a team of driven, forward-thinkers passionate about pushing the boundaries of cloud optimization. Our culture encourages creativity, curiosity, and a willingness to embrace challenges. We care about: Diversity & Inclusion - Be yourself! We welcome employees from all backgrounds and have created a workplace where everyone can feel empowered. Transparency - Transparency: We share our success stories, failures, processes, numbers, and everything in between. If you want to know something that wasn't shared with you – just ask! One Team - We genuinely trust each other which enables us to act as one team working together toward the same mission. All team members are equally important Open Communication & Feedback - When facing challenges, we always look for fresh ideas and ways to overcome them and We embrace constructive feedback that can and should be given to anyone Ego is out at the door - Ego obscures and disrupts everything: the planning process, the ability to take good advice, and the ability to accept constructive feedback. We operate with a high degree of humility