Alliance Partner Manager

ScaleOps is redefining autonomous cloud and AI infrastructure. We're on a mission to free DevOps and platform engineers from manual resource management so they can focus on innovation, not tuning resources. The results: maximized performance and a reduction of cloud costs by up to 80%.

As the category leader in Autonomous Cloud and AI Infrastructure Resource Management, we're trusted by leading enterprises including Adobe, Wiz, Epic Games, Northwestern Mutual, Coinbase, DocuSign, and Fortune 100 companies to autonomously manage their most critical production environments. 

Backed by Insight Partners, Lightspeed Venture Partners, and other leading VCs with over $210M in funding, ScaleOps is the leading player in a massive and growing market. We are building the autonomous infrastructure management platform that will power the next decade of enterprise compute.

About This Role

Our Alliance partners (AWS, Azure, GCP, Nvidia) are our most important go-to-market partners. You will own the relationships across the Rest of World, covering EMEA, APJ, and Israel, as well as the technical side of the partnership globally. This role will lead building product integrations and initiatives with our cloud partners alongside our internal engineering teams. 

You will report to the Director of Alliances and work daily with our sales team, our Partner Development Managers, Partner SAs, and ScaleOps R&D.

What You Will Be Doing

Co-sell and field activation across Rest of World

• Own and grow alliance partnerships across EMEA, APJ, and Israel.
• Build and maintain strong relationships with Partner Development Managers, Account Managers, Solutions Architects, Startup BDMs, and specialist teams across ROW.
• Run the end-to-end co-sell pipeline: opportunity registration, opportunity quality, hyperscaler-sourced referrals, and driving co-sell deals to closed won alongside ScaleOps AEs and hyperscaler account teams.
• Activate the hyperscaler field. Get Account Managers, BDMs, and Solutions Architects to actively bring ScaleOps into accounts.
• Run Solutions Architect enablement across regions, and build the SA-to-SA credibility that gets ScaleOps recommended in technical conversations.
• Work with the hyperscalers to create and operationalize business development programs to generate pipeline. 

Business development

• Own partner-sourced pipeline as a number. Build the plays that generate net-new opportunities our direct team cannot reach on its own.
• Design and operationalize joint business development programs with hyperscaler field teams, and run each one to a measurable pipeline outcome rather than an activity count.
• Run account mapping and whitespace analysis across ROW. Turn it into a working target list that our AEs and SDRs can act on, matched to the partner relationships that open those doors.
• Work alongside SDRs and AEs on partner-sourced outbound. Make the warm introduction happen, then make sure it converts.
• Build the business case for regional investment in events, campaigns, and funded programs, and own the return on that spend.
• Bring market and competitive intelligence from the partner ecosystem back into Sales, Marketing, and Product.

Build with Partners

• Serve as the technical owner of the hyperscaler relationships, working daily with ScaleOps R&D and with hyperscaler service teams and Solutions Architects.
• Be the person who can explain how ScaleOps works to a technical audience. That includes real-time pod right-sizing, autoscaler optimization, smart pod placement, node and Spot optimization, and our GPU capabilities, without needing an SE in the room.
• Advance ScaleOps' technical standing within the hyperscaler partner programs and validation processes.
• Act as the translation layer between the hyperscalers and ScaleOps engineering. Bring hyperscaler roadmap, requirements, and feedback back into R&D, and make sure what we build lands well.
• Support the technical requirements behind Marketplace: listing configuration, integration work, deployment models including self-hosted and air-gapped, and anything the hyperscalers need from us to validate the product.

Marketplace and partner programs

• Drive co-sell deals to transact through Marketplace, and use committed spend and burn-down as a selling lever.
• Advance ScaleOps' standing across the hyperscaler programs. Hit the requirements and unlock the benefits.
• Partner with the team that executes private offers so deals close cleanly.

Cross-functional and reporting

• Partner closely with Sales on deal strategy, account mapping, and hyperscaler engagement.
• Collaborate with Marketing on joint campaigns, webinars, events, and co-marketing, including funded programs and MDF.
• Track and report on partnership metrics: Marketplace TCV, sourced and influenced opportunities, co-sell win rate, attach rate, and field engagement.
• Represent ScaleOps at hyperscaler events, executive briefings, and customer meetings.
• Travel as needed to meet hyperscaler teams and customers across your regions.

What You Bring

• 4+ years in Partnerships, Alliances, Channel, Business Development, or Cloud Sales at a B2B SaaS or cloud infrastructure company. Time inside a hyperscaler in a partner-facing or solutions role counts.
• Proven experience working with the hyperscalers and navigating the partner ecosystems.
• Demonstrated success driving pipeline, revenue, or strategic initiatives through a hyperscaler partnership.
• General technical depth in Kubernetes. You can hold your own with Solutions Architects and customer platform engineers on K8s architecture, scheduling, autoscaling, and resource management. You understand what requests and limits are, why over-provisioning happens, and what an autoscaler does and does not solve. 
• Working knowledge of the cloud-native ecosystem: containers, Helm, GitOps, observability, and the operational realities of running Kubernetes in production.
• Comfortable working day to day with engineers. You can sit in a product discussion, understand the constraints, and represent them accurately to the hyperscaler.
• Strong relationship-building and stakeholder management across both commercial and technical audiences.
• Excellent communication and presentation skills in English, including executive-facing.
• Self-starter with strong ownership, organization, and execution. This is a hands-on individual contributor role.

Nice to Have

• Hands-on experience with GPU workloads on Kubernetes, inference serving, or AI infrastructure.
• Multi-cloud awareness across GCP and Azure co-sell motions.
• Familiarity with AWS ISV Accelerate, the AWS Global Startup Program, AWS Marketplace private offers, and CPPO.
• Experience at a cloud-native, observability, DevOps, or FinOps ISV with a strong hyperscaler alliance.
• Hands-on with Salesforce, and Tackle a plus.

Location

This role is based in our Tel Aviv office five days a week. Being on-site with R&D is central to the job, since the technical integration work with the hyperscalers depends on daily proximity to our engineering team.