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About the Role

Second Nature AI is seeking a Strategic Partnerships & Alliance Manager to own our cloud marketplace presence and partner-sourced revenue. You will manage our Microsoft alliance, including Azure Marketplace optimization, co-sell motions, and MACC eligibility, while building partnerships across Google Cloud Platform and Oracle Cloud Infrastructure. Working cross-functionally with sales, marketing, and product, you will ensure partner channels drive meaningful pipeline generation and revenue growth. The ideal candidate brings deep experience with hyperscaler partner programs and enterprise SaaS go-to-market.

Responsibilities

Own the Microsoft partnership end-to-end, managing relationships with PDMs, field sellers, and ISV Success teams to drive co-sell pipeline and marketplace revenue.
Optimize Second Nature’s Azure Marketplace listing including pricing, private offers, and MACC eligibility to enable seamless enterprise procurement.
Register and manage co-sell opportunities through Partner Center, coordinating with sales to accelerate MACC-eligible deals.
Develop joint go-to-market strategies with Microsoft including co-branded campaigns, webinars, and event activations.
Track and report on partnership KPIs including co-sell pipeline, marketplace transactions, and MACC draw-down metrics.
Develop and execute the listing strategy for Google Cloud Marketplace and Oracle Cloud Marketplace, building relationships with partner engineering and ISV alliance teams.
Work with product and engineering to ensure technical readiness for multi-cloud marketplace deployment and billing integration.
Identify and activate opportunities for customers with committed cloud spend on GCP and OCI to procure through existing agreements.
Manage and grow the broader partner ecosystem including systems integrators, resellers, and technology alliance partners.
Build partner enablement programs including sales playbooks, co-branded materials, and certification tracks.
Recruit strategic partners that extend reach into target verticals and geographies, particularly European markets.
Negotiate partner agreements and revenue-sharing structures that align incentives and drive mutual growth.
Embed partner-sourced opportunities into pipeline management processes and collaborate with marketing on co-marketing campaigns.
Communicate partner and marketplace requirements to product management to influence roadmap priorities.
Represent Second Nature at cloud conferences (Microsoft Inspire, Google Cloud Next, Oracle CloudWorld) and industry events.

Requirements

5–10 years in technology partnerships, alliance management, or cloud marketplace roles within B2B SaaS.
Demonstrated experience with Microsoft Azure Marketplace, co-sell programs, Partner Center, and MACC-related selling.
Strong understanding of cloud marketplace procurement and how enterprises leverage committed cloud spend.
Proven ability to build relationships with cloud provider teams (PDMs, field sellers, ISV success managers) to generate pipeline.
Experience developing joint go-to-market strategies with hyperscaler partners.
Excellent cross-functional collaboration and communication skills across technical and business audiences.
Bachelor’s degree or equivalent professional experience.
Experience with Google Cloud Partner Advantage and/or Oracle PartnerNetwork programs.
Background in learning technology, sales enablement, or HR technology.
Experience building partner programs at a high-growth startup or scale-up.
Understanding of enterprise security and compliance (SOC 2, ISO 27001, GDPR) in marketplace procurement contexts.

Skills

Microsoft Azure Marketplace
Co-sell programs
Partner Center
MACC
Cloud marketplace procurement
Go-to-market strategies
Cross-functional collaboration
Communication
Google Cloud Partner Advantage
Oracle PartnerNetwork
Learning technology
Sales enablement
HR technology
Enterprise security
Compliance

Location

EU/IL (Remote with travel)

Work Type

Full-Time
Remote
Hybrid

Experience Level

5–10 years

Education Level

Bachelor’s degree or equivalent professional experience

Salary/Compensations

Competitive base salary plus performance-based bonus tied to partnership revenue and marketplace growth

Benefits

Equity participation in a rapidly growing AI company backed by over $40M in Series B funding
Existing Microsoft relationship as customer and technology partner, providing a strong foundation
Market-leading position with Fortune 500 references and strong competitive differentiation
Flexible remote/hybrid work environment with professional development opportunities

About the Company

Second Nature AI is the market leader in AI-powered conversational roleplay simulations for enterprise training.
We serve Fortune 500 clients including Microsoft, Adobe, State Farm, T-Mobile, and Teleperformance, delivering documented results such as 53% increases in quota attainment and 33% reductions in onboarding time.
Our platform is built on Microsoft Azure with SOC 2 Type 2, ISO 27001, and ISO 27701 certifications.