Partner Alliance Manager - Cloud

Join Pigment: The AI Platform Redefining Business Planning Pigment is the AI-powered business planning and performance management platform built for agility and scale. We connect people, data, and processes in one intuitive, feature-rich solution, empowering every team—from Finance to HR—to build, adapt, and align strategic plans in real time. Founded in 2019, Pigment is one of the fastest-growing SaaS companies globally. Industry leaders like Unilever, Snowflake, Siemens, and DPD use Pigment daily to make more informed decisions and confidently navigate any scenario. With a team of 600+ across Paris, London, New York, Toronto, San Francisco and Austin, we've raised nearly $400M from top-tier investors and were named a Visionary in the 2024 Gartner® Magic Quadrant™ for Financial Planning Software. At Pigment, we take smart risks, celebrate bold ideas, and challenge the status quo—all while working as one team. If you're driven by innovation and ready to make an impact at scale, we’d love to hear from you. Our ideal Cloud Alliance Manager is an entrepreneurial self-starter that will define and execute our cloud partner strategy globally, collaborate with local market and global leaders, and drive partner sales. The successful candidate must have experience building and managing trusted relationships with partners as well as possess a track record of developing pipeline and exceeding quota. This role is remote with an expectation of 30% travel. Responsibilities : Lead Cloud Alliance Strategy: Act as Pigment’s dedicated alliance lead for GCP (and future providers), owning the relationships, revenue motions, and end-to-end co-sell execution to drive measurable pipeline. Drive Partner Ecosystem Growth: Develop and execute strategic business plans to achieve pipeline, revenue, and delivery goals, including recruiting and managing strategic consulting partners to expand market coverage. Manage Marketplace & Operations: Own GCP Marketplace presence end-to-end—including ACE hygiene, program enrollment, and marketplace integration platform management—to ensure operational compliance and seamless deal flow. Pipeline & Sales Acceleration: Drive sourced and influenced revenue by coordinating joint account planning, opportunity registration, and partner-led sales motions with cloud field teams. Cross-Functional Collaboration: Partner closely with Sales, Solutions Consultants, Marketing, and Partner teams to enable field teams on partner capabilities and execute co-branded campaigns that strengthen market positioning. Performance & Stakeholder Management: Monitor partner health and performance (certifications, adoption, engagement) while facilitating ongoing stakeholder alignment through territory planning and executive-level business reviews. Program Optimization: Identify and operationalize new cloud programs, credits, and funding opportunities to maximize the partnership's impact. Product Innovation : Collaborate with product, engineering and technical stakeholders to drive co-innovation and cloud provider integration roadmap for the benefit of our joint customers. About You: 6+ years of experience in cloud alliances, partner sales, or business development with direct, hands-on experience managing GCP and/or AWS partnerships A proven history of significantly scaling partnerships between cloud providers (preferably GCP or AWS) and a software/SaaS company Demonstrated track record of building and scaling co-sell motions with hyperscale cloud providers, including working directly with cloud partner sellers on joint deals Experience with cloud marketplace transactions and programs (GCP/AWS Marketplace, MPPO, CPPO etc.) Experience with marketplace GTM platforms and referral automations Strong operational discipline, you can manage a pipeline, track partner activity, and communicate results clearly to internal stakeholders Excellent communication and relationship-building skills; comfortable owning external relationships with senior partner counterparts at large cloud organizations Existing relationships at GCP or AWS (ISV team, field sellers, or marketplace teams) Strong interpersonal skills and comfort working with cross-functional teams Strong relationship building skills and excellent listening, probing, questioning and negotiating skills Strong executive presence, comfort presenting, and ability to manage up Prior experience in the EPM/FP&A space a plus Experience operating in a startup or high-growth environment where structure is limited and you're expected to build the playbook, not just run it Ability to adapt to a rapidly changing product and respond strategically to partner needs #LI-SJ1 We conduct background checks as part of our hiring process, in accordance with applicable laws and regulations in the countries where we operate. This may include verification of employment history, education, and, where legally permitted, criminal records. Any checks will be conducted lawfully prior to formal employment contracts being signed, with candidate consent, and information will be treated confidentially. Pigment is an equal opportunity employer. We believe diversity is a strength and fosters innovation. We are committed to enabling everyone to feel included and valued at the workplace. All qualified applicants will receive consideration for employment without regard to age, color, family, gender identity, marital status, national origin, physical or mental disability, sex (including pregnancy), sexual orientation, social origin, or any other characteristic protected by applicable laws. We may process your personal data in accordance with our HR Data Protection Notice .