Alliances Lead

We're hiring an Alliances Lead at Gitpod. Reporting to our Head of Growth, you'll spearhead our strategic cloud partnerships with an initial focus on AWS. Cloud partnerships are an integral part of our growth strategy and we have everything in place to capitalize on it. We're already an ISV Accelerate partner, part of the Global Startups Program, and listed on the Marketplace. Our business model is primed for win-win collaborations. Your mission will be to transform these strong foundations into a scalable revenue engine. You'll own the end-to-end partnership motion, from forging executive relationships and empowering AWS field teams, to optimizing our marketplace presence. Working closely with cross-functional teams at Gitpod, you'll craft repeatable co-selling strategies that drive predictable pipeline growth, aiming to replicate the success that Wiz has seen with cloud partnerships. Who we are Five years ago, we set out to create a world where every developer is instantly ready-to-code. With over 1.5 million users, we are now the leading platform for standardized and automated development environments. Our ROI calculator demonstrates how we help customers save nearly $1,000,000 annually for every 100 engineers using Gitpod. Developers use Gitpod an average of 36 hours per week, and our enterprise revenue has grown tenfold since last year. We're a talent-dense group of people who transform how software is created and delivered, working to empower every company, every team, and every individual to succeed in a software-first world. We care deeply, and for many of us, building Gitpod is our life's work. There hasn't been a better time to join. We've found product-market-fit and are scaling with high intensity towards repeatable go-to-market fit. Our operating values are an authentic representation of how we show up and make decisions. We choose colleagues carefully based on merit and their alignment with those principles. If this excites you, we would love for you to apply so we can connect. Role responsibilities Everyone that joins Gitpod is responsible for enhancing it. We hold our operating values as the standard that we drive towards. Joining Gitpod means you have ownership around forming our culture by living out these values. Own and scale Gitpod's partnership strategy (AWS first), evolving it from foundational elements to a repeatable pipeline engine delivering $XM in partnership-influenced revenue through executive relationship building, program optimizations, and systematic co-selling motions Build and execute a scalable AWS field engagement model that drives consistent pipeline generation, including partner enablement programs, account mapping, joint value proposition development, and success story creation that resonates with enterprise AWS account team Lead commercial and steer technical integration with AWS, ensuring marketplace optimization, consumption model alignment, and documentation that positions Gitpod as a strategic ISV partner Create and maintain scalable processes for opportunity sharing, pipeline tracking, and program measurement, working closely with RevOps to ensure seamless execution of the co-selling motion and accurate reporting of partnership impact Drive cross-functional alignment across Growth, OPM, Sales, Product, and Leadership to ensure AWS partnership success, including regular business reviews, partnership health metrics, and strategic initiative coordination At the end of your first 30 days, you will have: A deep understanding of the problem Gitpod solves, the value proposition Gitpod drives, the target persona and messaging Deep insight into our direct sales motion, watched customer calls, understand processes, pain points, current dynamics with our sales team and AWS Reviewed co-selling motion, assets, programs, relationships, and processes and identified quick wins Reviewed and devised optimizations for AWS Marketplace listing and technical integration Mapped key AWS stakeholders and develop engagement strategy for priority account teams Began building relationships with AWS PDM, AM and key AWS account teams in target sectors Created a 90-day partnership acceleration plan with clear metrics About you You work in alignment with our operating values Our operating values are the DNA of Gitpod. We hold them high, evolve them as we evolve, and integrate them into everything we do. We expect everyone at Gitpod to actively use the values as the playbook for how they show up and work. You transform partnership foundations into flywheels You know how to take partnership fundamentals and transform them into scalable business drivers. You understand the dynamics of cloud marketplaces, consumption models, and enterprise sales motions. Most importantly, you can translate technical product value into compelling partnership narratives that resonate with both account teams and customers. You're a self-starter who thrives with minimal oversight, and proactively develops and drives initiatives. You have a proven track record of building systematic co-selling motions that generate predictable results. You turn relationships into results You thrive in complex organizational environments, building and nurturing relationships both externally and internally. Your strong emotional intelligence enables you to read the room and adapt your style seamlessly-whether you're speaking to architects, strategizing with sales leaders, or presenting to executives. You have a proven track record of driving partner-influenced revenue by collaborating closely with sales teams, identifying, qualifying, and closing opportunities through partnership motions. As a true partner to sales, you provide enabling resources they'll actually use and know when to lead versus support in customer and partner interactions. You craft compelling stories that resonate with diverse audiences, transforming technical capabilities into business outcomes and inspire action without formal authority. You thrive in high-growth environments You know how to get things done in dynamic, fast-paced environments where the playbook is still being written. Your strong execution muscle shows in your ability to manage multiple parallel workstreams while maintaining high quality and meeting commitments. You're energized by ambiguity and see it as an opportunity to build something new. While you appreciate good process, you know when to build structure and when to move fast and iterate. You take a data-driven approach to measuring success but don't let perfection be the enemy of good. Most importantly, you can balance strategic thinking with rolling up your sleeves - you're equally comfortable crafting partnership strategy as your are with creating the execution plan to make it happen. Additionally, we're looking for someone with the most of the following experience: Strong background in cloud/tech partnerships 2y+ AWS Experience (requirement) Best: Sales Role of Enterprises / ICP industries Better: Any Sales Role at AWS, At least: Partnerships Development Manager / Partnership Sales Manager Startup Partner Experience Experience at growth-stage B2B software companies, background in developer tools or infrastructure software is a plus Has focused on AWS partnership in their capacity there, not other cloud providers Has experience working with AWS teams across US and EMEA Prior work with companies targeting regulated industries beneficial Track record of building and scaling co-sell motions with demonstrated revenue impact Background in more complex enterprise/B2B software sales or partnerships Quantifiable results in partner-influenced/sourced pipeline and revenue generation Demonstrated progression in partnership responsibility/scope Our team uses the following and we expect you to have familiarity with most of them: Salesforce AWS ACE Gong Benefits Fully remote, flexible work day Flexible paid time off including holidays that are most meaningful to you Parental leave for all parents Equity Health insurance (country-specific) Retirement (country-specific) Wellness allowance Premium work-from-home equipment Regular company off-sites Interview process We are fully remote and so is our hiring process. Contingent on schedules, we aim to complete the entire process in about 2 weeks. We are conscious of your time and are committed to being as efficient as possible. Async interview - If we think we might be a mutual match, we'll send you a set of questions to be completed async that allow us to get to know you and learn more about why Gitpod excites you. You'll also have a chance to share about your strengths, experience, and demonstrate your ability to work asynchronously. Sync interviews - You'll complete a series of interviews designed to thoroughly evaluate our mutual compatibility. Head of people Hiring manger Project and panel presentation CEO References - Before moving to an offer, we'll set up video calls with 3 direct managers and/or senior leaders that can speak to your performance. Gitpod provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.

Created: 2024-11-15