We're seeking a Cloud Partner Manager to lead the growth and management of our regional business through Hyperscaler Marketplaces. This role is pivotal in scaling our marketplace revenue and expanding our reach through cloud ecosystems. The ideal candidate will drive new business opportunities, manage renewal and expansion opportunities, and foster strong relationships with cloud providers, reseller partners, and the broader partner ecosystem.
This role requires a strategic, hands-on leader with a proven track record in managing cloud marketplaces, delivering revenue growth, and maximizing ROI from programs and investment initiatives. Reporting directly to the Senior Director of Cloud Partnerships, this role will also involve cross-functional collaboration with Sales, Marketing, Product, and Customer Success teams to ensure alignment and seamless execution.
What You'll Do:
- Own the regional ARR target through Hyperscaler Marketplaces — AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace — driving new business, renewals, and expansion
- Build, gain approval for, and execute the regional Cloud Partner Business Plan, aligned with broader ARR goals
- Optimize Mimecast's marketplace listings to ensure seamless onboarding, transaction, and customer adoption
- Build and maintain relationships with sales, partner, and customer success stakeholders at AWS, Microsoft, and Google Cloud to drive co-sell pipeline and measurable business outcomes
- Drive new logo acquisition across target verticals, partnering with hyperscaler vertical teams to improve conversion
- Close high-value opportunities through hyperscaler co-sell programs (AWS ACE, Microsoft Partner Center, Google Partner Advantage), including private offers and CPPO/MPPO motions
- Engage reseller partners and distributors to align with hyperscaler strategies and drive joint go-to-market initiatives, including their independent marketplace pipeline
- Act as the first-line expert for sellers on when and how to engage hyperscalers — running office hours, deal clinics, and enablement that embed co-sell motions into standard deal processes
- Represent Mimecast at hyperscaler trade shows and events to build pipeline, brand awareness, and stakeholder relationships
- Report on marketplace and partner performance, surface headwinds, and recommend actions to leadership through QBRs and ongoing reviews
What You'll Bring:
- Proven track record of delivering significant revenue growth through Hyperscaler Marketplaces — AWS Marketplace, Microsoft Azure Marketplace, and/or Google Cloud Marketplace
- Experience managing strategic partners or alliances, including building and executing business plans with clear KPIs and performance management
- Familiarity with managing renewals and driving recurring revenue streams
- Strong understanding of Hyperscaler ecosystems, particularly AWS, Microsoft Azure, and Google Cloud, including marketplace dynamics, private offers (including CPPO/MPPO), and hands-on experience with co-sell platforms such as AWS ACE, Microsoft Partner Center, and Google Partner Advantage
- Exceptional relationship-building and stakeholder management skills, with a history of building high-impact partnerships
- Analytical mindset with the ability to interpret and act on >It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
