Strategic Alliances Manager, EMEA - United Kingdom

As the Strategic Alliances Senior Manager for our Europe and Middle East markets, you will be a high-impact contributor reporting to the Head of Global Strategic Alliances. You will act as the primary tactical extension of our Commercial & Enterprise motion in the region, serving as the "One-Voice" for our most critical partnerships. Your mission is to move beyond "noise" and create true value by building a structured, disciplined engagement model with AWS, Google, Crowdstrike and other targeted partners. 

What You’ll Be Doing:

Regional Market Leadership: Serve as the alliance "Diplomatic Core" for the Europe and Middle East markets, leveraging local proximity, language skills, and cultural nuances to navigate our AWS, Google, Crowdstrike and Technology Partner relationships.

Strategic Relationship Management: Cultivate and expand our relationships with sales leadership, Account Executives (AEs), and Partner Sales Managers (PSMs) at AWS, Google Workspace Sellers, and Crowdstrike Sellers to ensure JumpCloud is top-of-mind for their field teams.

Co-Sell & Marketplace Execution: Orchestrate end-to-end co-sell motions and drive Marketplace utilization to accelerate deal velocity, streamline procurement, and hit joint revenue targets.

Joint GTM & Sales Enablement: Design and deliver tailored enablement sessions for partner-facing teams within your target region; articulating the JumpCloud value proposition with our hypercaler and technology partners to create new sales opportunities and expand Value-Added Reseller (VAR) packaging options .

Cross-Functional Operational Integrity: Act as the primary liaison between the partner ecosystem and internal teams—including Commercial, Enterprise, and VAR Partner teams—to ensure seamless deal execution and lead hand-offs.

Ecosystem Expansion: Proactively identify, influence the prioritization, and support the GTM motion targeted Independent Software Vendor (ISV) partners within the region that complement the existing portfolio and offer strategic growth potential.

Pipeline & Lead Generation: Collaborate with target ISV partners and hyperscaler marketing programs on strategic lead-generation activities to build a sustainable and scalable pipeline for the direct and channel sales organizations.

We’re Looking For:

Experience: 5+ years of experience working specifically with an ISV, Hyperscaler or cloud software partners.

Proven Track Record: Success in building revenue-generating alliances with cloud infrastructure providers (AWS/Google) and achieving growth targets. Demonstrated ability to execute and support an OEM motion within the Saas / ISV space.

Domain Expertise: Deep knowledge of identity, security, infrastructure, and SaaS products.

Market Knowledge: A seasoned understanding of the Europe and Middle East partner ecosystems, including VARs, SIs, and MSPs.

Preferred Qualifications:

Experience with Identity and Access Management (IAM) solutions or related solutions in an IT environment.

Previous experience in a fast-paced, hyper-growth SaaS environment.

Engagement or support for hyperscaler environments with AWS, Google or other security ISV’s such as Crowdstrike

A self-starter who thrives in a remote-first environment and can work independently across multiple time zones.

Bachelor’s degree or equivalent.

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