[Hiring] AWS & Azure Alliance Manager @Intuitive Technology Partners

Role Description

The Senior Manager, Cloud Alliances is responsible for owning and scaling Intuitive’s strategic partnerships with AWS and Azure, driving partner-led go-to-market execution, co-sell alignment, and joint growth initiatives. This role serves as the single-threaded owner for AWS and Azure alliances, working closely with global Partner Sales, Marketing, and Technical Practice teams.

The role combines strategic alliance leadership with hands-on execution, ensuring strong partner engagement, effective GTM motions, and consistent operational excellence across programs, marketplace activity, and field enablement.

This position reports to the Chief Alliances Officer and collaborates closely with global alliance and GTM leadership.

Key Responsibilities

• Go-to-Market Strategy & Campaigns:
  • Own and execute the AWS and Azure go-to-market strategy in partnership with Sales, Marketing, and Practice leaders.
  • Guide joint demand generation, ABM campaigns, and partner-led initiatives to build pipeline and executive engagement.
  • Support partner field engagement at global and regional events, including flagship hyperscaler conferences.
• Brand, Marketplace & Thought Leadership:
  • Position Intuitive as a trusted AWS and Azure partner through joint content, customer success stories, and partner-facing assets.
  • Launch, manage, and optimize AWS and Azure Marketplace offerings, including solution listings and accelerators.
  • Enable partner field teams with clear messaging, solution positioning, and partner-ready collateral.
• Partner Programs, Specializations & Enablement:
  • Own AWS and Azure partner programs, competencies, designations, and ongoing compliance requirements.
  • Drive progress toward advanced partner tiers, specializations, and program milestones.
  • Collaborate with HR and Practice leaders to support cloud certification growth and enablement initiatives.
• Partner & Co-Sell Execution:
  • Lead day-to-day engagement with Intuitive Sales team and AWS and Azure partner sales and technical teams to activate co-sell and joint account motions.
  • Support joint opportunity development, partner funding programs, and deal progression in collaboration with internal sales teams.
  • Ensure accurate opportunity registration, visibility, and compliance across AWS ACE, Azure Partner Center, and internal systems.
  • Establish structured engagement cadences with partner teams across priority accounts and regions.

Success Indicators

• Strong, trusted relationships with AWS and Azure stakeholders.
• Consistent partner engagement and effective co-sell motions.
• High-quality GTM execution across campaigns, events, and marketplace activity.
• Progress toward partner program advancement and specialization goals.
• Well-enabled internal teams aligned to partner priorities and messaging.

Qualifications

• 7+ years of experience in cloud alliances, partner sales, ecosystem management, or related roles.
• Deep hands-on experience with AWS and/or Azure partner ecosystems, including APN, ACE, and Azure Partner Center.
• Strong understanding of cloud GTM motions, co-sell models, and partner programs.
• Proven ability to lead cross-functional initiatives in a global environment.
• Excellent executive communication, stakeholder management, and organizational skills.
• Ability to balance strategic planning with operational execution.
• AWS and/or Azure certifications strongly preferred.

Ideal Candidate

You are structured, execution-focused, and trusted by partner and internal stakeholders alike. You know how to translate hyperscaler programs into meaningful GTM action, enable teams effectively, and build durable alliance relationships that support long-term growth.