Strategic Alliance Director – CPG & Retail (Hyperscaler Partnerships)

Location: New York (East Coast Preferred) – Onsite

Note: This position is not eligible for immigration sponsorship at this time.

Role Overview

We are seeking a high-impact individual contributor to own and scale strategic revenue partnerships with large hyperscaler partners for the CPG and Retail vertical. This is a highly visible, quota-influencing role focused on driving co-sell motions, joint go-to-market (GTM) initiatives, pipeline creation, and executive alignment across partner ecosystems.

The ideal candidate combines strong alliance management capabilities with a deep understanding of cloud, data, and AI technologies. This person should be equally comfortable engaging partner account teams, solution architects, enterprise clients, and internal sales leadership to accelerate joint opportunities and revenue growth.

This role requires someone who understands how modern enterprise partnerships work—not just from a relationship standpoint, but from a practical selling, solutioning, and ecosystem orchestration perspective.

Key Responsibilities

Strategic Partnership Management

Own and manage strategic alliance relationships with hyperscaler partners within the CPG and Retail industry.
Develop and execute joint business plans aligned to revenue, pipeline, and strategic growth objectives.
Build trusted relationships across partner sales, industry, solution engineering, and executive leadership teams.
Drive executive cadence, quarterly business reviews (QBRs), account mapping, and governance mechanisms with partners.

Co-Sell & GTM Execution

Identify, shape, and accelerate co-sell opportunities with hyperscaler field teams.
Enable joint account planning and coordinated sales motions across target enterprise accounts.
Create and execute joint GTM campaigns, industry plays, workshops, and customer events.
Collaborate with client partners and sales teams to position partner-aligned AI, data, and cloud solutions.

Pipeline & Revenue Growth

Generate qualified pipeline through partner-originated and partner-influenced opportunities.
Track and manage co-sell metrics, partner-sourced revenue, certifications, and marketplace opportunities through close collaboration with alliance management teams.
Ensure alignment with hyperscaler incentive structures, partner programs, and funding mechanisms.

Technology & Ecosystem Leadership

Maintain a strong understanding of modern data and AI ecosystems, including:

Microsoft Azure
Databricks Lakehouse Platform
AI, Machine Learning, and Generative AI architectures
Data engineering and analytics platforms
Enterprise modernization and cloud transformation programs

Work closely with solution architects and delivery teams to align offerings with partner technologies and priorities.

Stay current on evolving partner strategies, product roadmaps, and market trends.

Internal Collaboration

Partner closely with sales, pre-sales, technology, marketing, global alliances, and delivery leadership teams.
Help refine vertical-specific offerings and joint value propositions for CPG and Retail clients tailored to hyperscaler needs.
Act as the internal advocate and subject matter expert for hyperscaler partnership motions.

Qualifications

8–15 years of experience in strategic alliances, partner sales, enterprise technology sales, or ecosystem management.
Proven experience managing relationships with hyperscalers and/or strategic technology partners such as Microsoft, Databricks, AWS, Google Cloud, Snowflake, or similar.
Strong understanding of enterprise AI, data, cloud, and analytics technology stacks.
Experience driving co-sell motions and navigating complex enterprise sales cycles.
Demonstrated ability to influence cross-functional stakeholders without direct authority.
Strong executive communication and relationship-building skills.
Experience in CPG, Retail, or Consumer industries strongly preferred.
Familiarity with hyperscaler co-sell programs, partner ecosystems, and technology alliances is highly desirable.
Bachelor's degree required; MBA preferred.

What Success Looks Like

Increased partner-enabled and partner-sourced revenue.
Strong executive alignment with partner stakeholders.
Scaled co-sell pipeline and faster opportunity progression.
Successful joint GTM execution across strategic CPG and Retail accounts.
Strong internal adoption of partner-led sales motions.

Compensation

Compensation is competitive and based on experience, skills, certifications, geographic location, and other relevant factors. In addition to base salary, the role may be eligible for performance-based incentive compensation or bonus.

Benefits

Eligible employees may receive a comprehensive benefits package that includes:

Medical, dental, and vision insurance
Life and disability insurance
Retirement savings plan (401(k))
Paid holidays
Paid parental leave
Flexible paid time off (PTO)

Benefits are subject to applicable plan terms and eligibility requirements.

Equal Opportunity Employer

The employer is committed to providing equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any kind in accordance with applicable laws.

Essential Criteria

8–15 years of experience in strategic alliances, partner sales, enterprise technology sales, or ecosystem management.
Proven experience managing relationships with hyperscalers and/or strategic technology partners such as Microsoft, Databricks, AWS, Google Cloud, Snowflake, etc.
Strong understanding of enterprise AI, data, cloud, and analytics technology stacks. Blend of consulting, technical (AI/ML/GenAI/agentic AI), and pre-sales
Experience in CPG, Retail, or Consumer industries strongly preferred.
Bachelor’s degree required; MBA preferred.
Candidates should have recent and clearly demonstrable AI/GenAI consulting, account management, or business development experience, with no significant unexplained career gaps.

Salary- $148,000 - 183,000 per annum

Engagement Manager – Strategic Alliance...