Strategic Alliances Manager, EMEA - United Kingdom
WFA Digital Insight
As remote work continues to redefine the modern workforce, demand for skilled professionals in strategic alliance management has grown significantly. With a focus on GTM strategies and partnership development, this role is poised to play a critical role in JumpCloud's expansion in the EMEA region. Given the current landscape, where cloud infrastructure and security are paramount, the ability to navigate complex partnerships with hyperscalers like AWS and Google is a highly sought-after skillset. JumpCloud, with its AI-powered unified IT management platform, is at the forefront of securing the modern workforce, making this role an exciting opportunity for those looking to make a meaningful impact in the tech industry.
Job Description
About the Role
The Strategic Alliances Manager position at JumpCloud is a pivotal role focused on developing and executing go-to-market (GTM) strategies and managing strategic partnerships with key hyperscalers such as AWS, Google, and Crowdstrike in the EMEA region. This role acts as the primary tactical extension of JumpCloud's Commercial & Enterprise motion, serving as the central point of contact for the company's most critical partnerships. The successful candidate will be responsible for building structured, disciplined engagement models with these partners, aiming to move beyond mere partnership maintenance and into creating tangible, mutual value.Reporting to the Head of Global Strategic Alliances, the Strategic Alliances Manager will be a high-impact contributor, leveraging local market knowledge, language skills, and cultural understanding to navigate the complex landscape of partnerships in the Europe and Middle East markets. This position requires a deep understanding of the IT management and security landscape, as well as the ability to articulate the JumpCloud value proposition to both internal stakeholders and external partners.
As a key member of the global strategic alliances team, the Strategic Alliances Manager will work closely with various departments, including sales, marketing, and product, to ensure alignment and maximize the impact of partnerships. This role offers the opportunity to work with a fast-paced, hyper-growth SaaS company that is at the forefront of AI-powered IT management, providing a unique chance to influence the direction of strategic partnerships and contribute to the company's continued success.
What You Will Do
- Serve as the alliance diplomatic core for the Europe and Middle East markets, navigating partnerships with AWS, Google, Crowdstrike, and other targeted partners.
- Cultivate and expand relationships with sales leadership, Account Executives (AEs), and Partner Sales Managers (PSMs) at key partners to ensure JumpCloud is top-of-mind for their field teams.
- Orchestrate end-to-end co-sell motions and drive Marketplace utilization to accelerate deal velocity, streamline procurement, and hit joint revenue targets.
- Design and deliver tailored enablement sessions for partner-facing teams within the target region, articulating the JumpCloud value proposition.
- Act as the primary liaison between the partner ecosystem and internal teams to ensure seamless deal execution and lead hand-offs.
- Proactively identify, influence the prioritization, and support the GTM motion targeted Independent Software Vendor (ISV) partners within the region.
- Collaborate with target ISV partners and hyperscaler marketing programs on strategic lead-generation activities to build a sustainable and scalable pipeline.
- Develop and execute strategic plans to achieve business objectives through partnerships, ensuring alignment with JumpCloud's overall strategy.
- Conduct market and competitive research to identify new opportunities for partnerships and expansion.
What We Are Looking For
- Experience: At least 5+ years of experience working specifically with an ISV, Hyperscaler, or cloud software partners.
- Proven Track Record: Success in building revenue-generating alliances with cloud infrastructure providers (AWS/Google) and achieving growth targets.
- Domain Expertise: Deep knowledge of identity, security, infrastructure, and SaaS products.
- Market Knowledge: A seasoned understanding of the Europe and Middle East partner ecosystems, including VARs, SIs, and MSPs.
- Communication Skills: Excellent communication and interpersonal skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences.
- Leadership: Ability to lead cross-functional teams and influence internal stakeholders to achieve partnership goals.
- Strategic Thinking: Strong strategic thinking and problem-solving skills, with the ability to navigate complex partnership dynamics.
Nice to Have
- Experience with Identity and Access Management (IAM) solutions or related solutions in an IT environment.
- Previous experience in a fast-paced, hyper-growth SaaS environment.
- Engagement or support for hyperscaler environments with AWS, Google, or other security ISVs such as Crowdstrike.
- A self-starter who thrives in a remote-first environment and can work independently across multiple time zones.
- Bachelor’s degree or equivalent in a relevant field.
Benefits and Perks
- Competitive salary and benefits package.
- Opportunity to work with a fast-paced, hyper-growth SaaS company.
- Remote-first work environment with flexibility.
- Professional development opportunities.
- Access to the latest technologies and tools.
- Collaboration with a talented team of professionals.
- Health and wellness programs.
- Generous PTO policy.
- Remote stipend for home office setup and ongoing expenses.
How to Stand Out
- When applying, highlight specific examples of successful partnership development and GTM strategy execution in your previous roles.
- Showcase your understanding of the cloud infrastructure and security landscape, and how JumpCloud's solutions fit into this ecosystem.
- Be prepared to discuss your experience working with hyperscalers like AWS and Google, and how you've navigated complex partnership dynamics.
- Develop a portfolio that demonstrates your ability to articulate complex technical concepts to both technical and non-technical audiences.
- In the interview, ask about the company culture, expectations for the role, and opportunities for growth and professional development.
- Research JumpCloud's products and services beforehand to understand how they align with your skills and interests.
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