Alliance Manager / AWS Partner Business Development Manager
Sales & Business Development
Richardson, TX, USA · Remote
The Opportunity
Matilda Cloud is one of the most consequential platforms being built in cloud right now. We help enterprises do what most of them know they need to do but cannot figure out how to do well: assess complex multi-cloud estates, migrate workloads without breaking the business, modernize what is worth modernizing, and run all of it with intelligence baked in. Our platform pairs machine learning with real-time operational data to automate work that has historically required armies of consultants and months of risk.
The hyperscalers — AWS, Microsoft Azure, Google Cloud, and Oracle — are central to how our customers buy and how we go to market. We are hiring an Alliance Manager / AWS Partner Business Development Manager to own those relationships and turn them into measurable growth.
Why This Role Is Different
This is not a generic alliance role. You will be the person who turns Matilda Cloud's relationship with AWS (and our other hyperscalers) into co-sell motions, marketplace presence, joint solutions, and pipeline. You will work directly with our hyperscaler counterparts, with our partner ecosystem, and with our internal sales, marketing, product, and customer success teams. The choices you make in the first year will shape how much of our growth comes through hyperscaler channels for years to come.
What You'll Own
Hyperscaler Strategy (AWS-first)
Develop and implement a comprehensive partner strategy for AWS, with parallel motions for Azure, GCP, and Oracle.
Build AWS-specific motion: AWS Partner Network engagement, ISV Accelerate (or equivalent), Co-Sell, Marketplace presence, and the field-level relationships that make co-sell real.
Identify and pursue new business opportunities with hyperscalers and their broader partner ecosystem (SIs, consulting partners, MSPs).
Align hyperscaler strategy with Matilda Cloud's overall business objectives — and translate it into measurable revenue.
Relationships and Co-Sell
Build and maintain strong, long-lasting relationships with key stakeholders at AWS and our other hyperscaler partners — partner managers, ISV teams, field sellers, and solution architects.
Activate co-sell motions that put Matilda Cloud in front of the right customers at the right moment.
Partner with sales leadership to drive opportunities through hyperscaler-influenced pipeline.
AI Partnership and Innovation
Position Matilda Cloud as a strategic AI partner inside the hyperscaler ecosystems — co-building solutions that combine our AI-driven cloud lifecycle platform with hyperscaler AI and infrastructure offerings.
Identify and pursue joint AI marketplace listings, co-sell motions, and customer case studies.
Stay close to the AI roadmaps of our hyperscaler partners and translate what is real and useful into partnership moves.
Enablement, Marketplace, and Joint Marketing
Provide hyperscaler counterparts and their partner ecosystem with the tools, training, and resources to successfully sell and support Matilda Cloud solutions.
Own marketplace strategy and execution across AWS Marketplace, Azure Marketplace, GCP Marketplace, and Oracle Cloud Marketplace.
Collaborate with our Product Marketing leader on joint marketing campaigns and events that drive awareness and demand.
Coordinate with our Partner Program Manager on enablement and the partner-of-partners motion (SIs, consultancies, MSPs that work inside hyperscaler ecosystems).
Performance, Operations, and Thought Leadership
Monitor and report on partnership performance — pipeline contribution, revenue influence, marketplace transactions, and partner-sourced deals — and use the data to optimize strategy.
Conduct ongoing market research on trends, competitive moves, and customer needs inside the hyperscaler ecosystem.
Lead negotiations with partners to establish mutually beneficial agreements that drive real business growth.
Represent Matilda Cloud at industry events and conferences (AWS re:Invent, AWS Summits, Microsoft Build, Google Cloud Next, Oracle CloudWorld) and bring back insight that shapes our strategy.
Who You Are
Energized by hyperscaler ecosystems and the high-leverage, relationship-driven work that makes them produce.
A creative dealmaker — you see partnership opportunities others miss and you bring ideas, not just status updates.
Cloud-native in your thinking — you understand how enterprises buy, deploy, and operate cloud at scale.
A natural relationship builder at every level — from field seller to executive sponsor.
A growth-mindset leader who treats every quarter as a chance to push the company toward its maximum potential.
Self-motivated with a strong sense of ownership and accountability.
Honest, humble, and high-agency — you take ownership, you tell the truth, and you do not wait to be asked.
What You Bring
Required
Bachelor's degree in business, marketing, IT, or a related field.
5+ years in business development, partner management, or a related role in the cloud computing industry.
Proven track record of developing and managing successful partnerships with hyperscalers and their partner ecosystems.
Strong understanding of cloud computing technologies and market dynamics.
Hands-on experience with AWS Partner Network programs (e.g., ISV Accelerate, Co-Sell, AWS Marketplace).
Excellent communication, negotiation, and presentation skills.
Ability to build and maintain relationships at all levels of an organization.
Strategic thinker with strong analytical and problem-solving skills.
Ability to travel as needed (hyperscaler events, customer meetings, partner QBRs).
Preferred
Experience with multiple hyperscalers (AWS plus Azure, GCP, or Oracle).
Familiarity with AI/ML co-sell motions inside hyperscaler ecosystems.
Experience with cloud migration, modernization, or FinOps platforms.
Prior alliance leadership at an early growth-stage cloud or SaaS company.
Why Matilda Cloud, Why Now
This is a chance to own the hyperscaler motion at a company in the right market at the right moment, with a product that hyperscalers actually want to co-sell. You will work with the leading cloud providers in the industry, build the field-level relationships that make co-sell real, and help define how Matilda Cloud shows up across the AWS, Azure, GCP, and Oracle ecosystems.
Competitive base, performance bonus, and meaningful equity. Comprehensive health, dental, vision, 401(k) match, and PTO. A leadership team that takes the partner motion seriously and gives the alliance leader real authority.
How to Apply
Send your resume to careers@matildacloud.com along with a short note describing a hyperscaler partnership you developed and what it measurably produced.
Matilda Cloud is an equal opportunity employer. We celebrate diversity, we welcome people from every background and lived experience, and we are committed to building an inclusive environment where every employee can do the best work of their career.