Principal- Strategic Alliances
The Cloud-Native Architect of Growth who converts deep-tech partnerships into $ scale revenue, market share, and AI-powered client impact.
What are we looking for
real solver?
We identify better ways of doing things.
Solver? Absolutely. But not the usual kind. We're searching for the architects of the audacious & the pioneers of the possible. If you're the type to dismantle assumptions, re-engineer ‘best practices,’ and build solutions that make the future possible NOW, then you're speaking our language.
- Improver. Solver. Futurist.
- Great sense of humor.
- ‘Possible. It is.’ Mindset.
- Compassionate collaborator. Bold experimenter. Tireless iterator.
- Natural creativity that doesn’t just challenge the norm, but solves to design what’s better.
- Thinks in systems. Solves at scale.
This Isn’t for Everyone. But if you’re the kind who questions why things are done a certain way—and then identifies 3 better ways to do it — we’d love to chat with you.
Your Mission: The Role
solving for better.
Orchestrate alliance-led growth with a founder’s mindset. You are the DRI (Directly Responsible Individual) for scaling our revenue engine within a primary cloud ecosystem (GCP or AWS). You operate as a Forward Deployed Solver, bridging the gap between CSP field leadership and Searce’s engineering engine to "futurify" our clients’ businesses.
- The "General Manager" Mindset: You own a $10M–$20M co-sell pipeline. You are 60% strategic seller, 40% technologist—forecasting, chasing, and closing complex deals while co-designing AI use-cases that deliver ≥ 30% ROI.
- Strategic Influence: You report into senior leadership; success is measured in pipeline velocity, win rate, and our ability to displace incumbents through superior partner alignment.
Your Responsibilities
what you will wake up to solve.
Design the GTM Blueprint – Strategy & Scale
- Craft the multi-year alliance roadmap (for GCP or AWS) tied to ambitious ARR targets.
- Publish "Futurify with Cloud" plays that define our unique market position in AI and Data modernization.
Engineer the Value – Co-Innovation & Delivery
- Launch Ecosystem Lighthouses: Lead the deployment of first-of-their-kind solutions using Vertex AI (GCP) or Amazon Bedrock/SageMaker (AWS); embed agentic loops into enterprise workflows within 90 days.
- Build the Enablement Engine: Stand up the programs—certifications, playbooks, and ROI dashboards—that allow our global sales and delivery teams to scale the motion.
Ecosystem Governance – Relationships & Trust
- Secure C-level trust across the CSP field teams; influence their product roadmaps and negotiate Tier-1 partner benefits (MDF, incentive programs, and competencies).
- Orchestrate QBRs and governance structures that ensure Searce remains the "Partner of Choice" for complex, high-stakes cloud transformations.
Functional Skills
- Alliance P&L Ownership: Runs the partner business like a GM—forecasts accurately, de-risks the pipeline, and delivers consistent revenue.
- Commercial & Negotiation Acumen: Closes complex, multi-year cloud/AI deals; optimizes margin while creating mutual value for Searce and the CSP.
- Cross-Functional Catalyst: Orchestrates sales, consulting, delivery, and marketing into one seamless, partner-driven GTM motion.
- Storytelling & Influence: Converts deep-tech architectures into board-level narratives that unlock seven-figure budgets.
Tech Superpowers
- AI-Native Architect Liaison: Translates Vertex AI (GCP) or Amazon Bedrock/SageMaker (AWS) features into monetizable, agentic solutions that solve complex business frictions.
- Distributed-Data Fluent: Designs BigQuery (GCP) or Redshift (AWS) pipelines alongside integrated AI models to surface real-time, "intelligent" client outcomes.
- Marketplace Strategist: Expert in complex Marketplace transactions, including Private Offers (CPPO), multi-year contracts, and OEM routes.
- Cloud-Native Guardian: Ensures every joint offer meets zero-trust, data sovereignty, and ethical-AI standards from day one.
Experience & Relevance
- 10–15 years in Cloud Alliances, Partner GTM, or Strategic Sales.
- Ecosystem Mastery: Proven track record of leading high-growth motions specifically within the Google Cloud or AWS ecosystem.
- Scale Record: You have personally scaled an alliance from 0 to 1 or managed an annual revenue book of $15Mn+.
- Consulting DNA: Background in integrating cloud-native stacks for enterprise-scale AI transformations.
- Certifications: Professional-level GCP or AWS certifications and/or an MBA are highly preferred.
Bonus Points (you will thrive if you have)
- Ecosystem Clout: You are an AWS Partner Award alumnus or a Google Cloud Champion Innovator with a proven track record of influencing CSP product roadmaps and securing "First-to-Market" partner incentives.
- The "Turnaround" Artist: You have battle-tested experience rescuing at-risk alliances or stagnant territories and pivoting them into $15M+ high-growth revenue engines.
- Marketplace Architect: You’ve mastered the art of the "Tri-Party Deal," successfully navigating complex multi-million dollar Marketplace commits and custom private offers (CPPO) that displace traditional procurement.
Join the ‘real solvers’
ready to futurify?
If you are excited by the possibilities of what an AI-native engineering-led, modern tech consultancy can do, don’t just send a resume. Send a Statement.