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Senior Manager of Cloud Partnership

This role is responsible for developing strategic partnerships with cloud providers to accelerate H2O’s commercial growth. You will work across internal and external cloud partner teams to develop, launch and scale solutions that integrate and partner technologies. You will build upon H2O’s existing relationships with senior executives and develop new relationships that help to define how H2O can work alongside cloud partners to accelerate AI solutions in core markets. This job has elements of strategy, relationship development, project management and execution.

The ideal candidate must be a self-starter, detail & data oriented, & results-driven individual, with strong interpersonal skills who can adapt well to a fast-paced environment and has an executive presence.

This position is remote and can be located anywhere in the United States. Travel may be required.

What You Will Do

  • Develop cloud providers as a channel for H2O solutions and services. Lead partnership roadmap to develop new solutions, launch and promote new offerings and measure and scale pipeline and partnership outcomes.
  • Build and deepen senior partnership relationships to enable long-term strategic alignment and partnership growth.
  • Manage H2O’s journey through the big 3 cloud provider partner programs – working to achieve the highest level of partnerships with each including co-selling and 1st party offerings
  • Work collaboratively with global partner team, global field teams, product, and marketing to align internal resources and roadmaps to support cloud partnerships.
  • Set and drive partnership annual and quarterly objectives and lead internal and external partnership reviews to highlight outcomes and identify opportunities for improvement.
  • Establish and continue to rapidly grow active co-selling pipeline of opportunities
  • Work with cloud partner managers to forecast, manage and close active pipeline and work across global sales teams to champion partnership offerings.

What Is Needed to be Successful

  • Bachelor’s Degree or equivalent
  • Minimum of 5 years of channel experience working with major cloud provider
  • Strong background in Cloud/SaaS channel programs
  • Relevant senior business development experience
  • Experience developing partnerships with cloud providers including AWS, Azure, and GCP
  • Excellent problem solving and analytical skills and business judgement
  • Excellent executive communication and organizational skills
  • Ability to thrive in fast-paced environment and tackle new challenges from start to finish
  • Collaborative team player with experience working across diverse internal and external teams
  • Experience with channel programs and tools
  • Demonstrated ability to work independently and proactively under pressure, leading several projects simultaneously with minimal direction
  • Ability to work optimally and collaboratively in a distributed team environment
  • Demonstrated negotiation, verbal and written communication skills. Basic understanding of key technologies and markets, competitive forces and trends.
  • Strong presentation skills
  • Excellent interpersonal/customer relations skills
  • Strong sense of initiative and detail for channel operations and programs
  • Ability to assess complex situations, and provide solutions for operational efficiency and improving partner experience
  • Channel experience in a fast-paced start-up company is a plus
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