Senior Manager, Cloud Partnerships
Sales Remote, United States
About Liferay
Liferay is a uniquely profitable B2B enterprise software company with 1,000+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges. Liferay’s all-in-one platform unites Liferay DXP with our cloud platform capabilities, built-in analytics, and commerce functionality, reducing time to market and accelerating innovation. Our customer roster includes global companies such as Airbus, US Bank, Honda, and Desjardins.
But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. This commitment extends beyond our product; Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!
About You and this Role
We are seeking a highly motivated individual to join Liferay as a Senior Manager of Cloud Partnerships reporting to the VP of Partnerships. This role will be focused on delivering key strategic and priority projects from ideation through to execution and delivery across the cloud partner ecosystem. Additionally, this individual will play a crucial role in nurturing and expanding Liferay’s partnerships with Amazon Web Services (AWS), and Google Cloud Platform (GCP).
We are looking for a highly structured strategic thinker, problem solver, and collaborative team player. The ideal candidate is a self-starter who can thrive in high-growth, fast-paced environments, working across many stakeholders seamlessly.
This is a fantastic opportunity to play a key role in shaping the design of how Liferay engages and grows with our Partners. If you have a background that reflects business management, program management, business strategy, technically adept, a passion for change, and an ability to work effectively with a diverse and driven global team, then we’d love to hear from you.
Key Objectives
Strategic Partnership Management:
- Lead operational rhythm including weekly pipeline, forecasting, Executive Briefing templates, reporting, gathering quarterly all hands data, and regular cadences with peers and executive leadership
- Build and maintain multi-level relationships within GCP and AWS's organization to drive joint revenue opportunities
- Develop and execute a comprehensive global strategy for the cloud partnerships, including business planning, co-sell motions, and enablement initiatives
- Navigate GCP and AWS's partner ecosystem and organizational structure to maximize partnership value
Revenue Growth
- Own and achieve revenue targets associated with the cloud partnerships, including driving partner-influenced and partner-sourced opportunities
- Collaborate with Liferay’s direct sales teams to integrate GCP and AWS solutions into customer engagements
- Develop and execute strategies to increase Liferay's presence on Cloud Partner Marketplaces
Go-to-Market Execution
- Collaborate with the VP of Partnerships to define and execute the GTM strategy, impacting revenue growth and expanding Liferay’s partner ecosystem.
- Partner with marketing to design initiatives that increase market awareness and adoption of Liferay on GCP and AWS
- Drive participation and visibility in key GCP and AWS events, including Next, re:Invent and regional summits
- Create awareness of Liferay products within the cloud partner ecosystems through targeted marketing and engagement activities, and leverage this increased product awareness to drive sales funnel growth via cloud partner sellers by identifying and driving joint business opportunities, including co-selling, co-marketing, and co-innovation initiatives
Cross-Functional Collaboration
- Work closely with product and engineering teams to align on strategic initiatives that drive deeper technical integrations with GCP and AWS services
- Collaborate with Liferay enablement and partner enablement teams at GCP and AWS to ensure technical and sales readiness across both organizations
- Collaborate with team members in sales, marketing, pre-sales, finance, legal, and engineering to achieve desired business outcomes
Partnership Innovation & Growth
- Stay informed on GCP and AWS's product roadmap and strategic priorities to align Liferay's partnership initiatives
- Drive achievement and maintenance of GCP and AWS competencies and partner program achievements
- Keep updated on market trends to inform partnership strategies.
Required Qualifications
- Proven track record building impactful, mutually beneficial partnerships between ISVs and cloud providers (AWS and Google Cloud)
- 3-5 years experience in partnership management and business development
- Deep understanding of cloud, DevOps, and the software development industry; ability to engage at both a technical and business level
- Exceptional communication, negotiation, and relationship-building skills.
- Ability to thrive in a fast-paced and evolving environment
What We Offer
- Salary package w/ competitive benefits according to qualifications and experience
- Opportunities to take responsibility, grow professionally, and Stay Nerdy
- A positive and collaborative work culture
Equal Opportunities Employer - Statement
Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.