Suger

Partnerships / Cloud Alliance Lead

Suger  •  $200k/yr  •  United States (Onsite)  •  2 days ago
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Job Description

First, What We’re Actually Doing
Suger helps revenue teams sell more effectively by simplifying the workflows required to buy and sell through cloud marketplaces. We make it easier for our customers to transact, manage, and grow deals across AWS, Azure, Google Cloud, Alibaba, Oracle and Snowflake, creating a smoother buying experience for their customers. We’ve grown quickly by becoming the end-to-end orchestration system for the fastest-growing sales channel (B2B Cloud Marketplaces) leveraging AI and integrations with core systems. Today, we work with over 250 B2B customers, ranging from large enterprises like Snowflake and Intel to fast-growing startups like Glean and Vanta.
Location San Francisco, Seattle, New York, or Texas

What You’ll Own (for real)

  • Own the cloud and partnership relationships, specifically AWS, Azure, GCP, Snowflake, DoIT and Sela cloud
  • Maniacally drive partner sourced and influence deals, working closely with our sales and marketing team.
  • Forecast accurately and manage partnerships pipeline with discipline and transparency

    • How this is different from many partnerships role

    You must be the single biggest user of our product and its biggest critic. You will be critical to our product roadmap. We eat our own dog food - meaning we have 100% partner attach rates, and drive over 90% of our revenue through the marketplace.

    Everyone on the GTM team is partnership-fluent (even if we may not all be proficient). You are coming in to introduce new ideas of how partnerships can be done with AI, data and systems minded thinking.

    Who This Is For

    • Grit. There’s nothing more important than this. You will feel stretched at times. You’ll learn a lot in this role. You must be humble and hungry.
    • Top notch organization and attention to detail.
    • Ability to understand, synthesize and present data to founders and leadership team. (“tell me what’s important”).
    • Extreme ownership mentality.
    • Experience co-selling with hyperscalers is a must. Experience at a hyperscaler is a nice-to-have.

    Why Join Us

    • The OTE for this role is $200,000–$250,000/year, depending on experience, market location, and overall fit for the role.
    • Competitive salary, comprehensive health insurance, monthly office stipends, meaningful equity plan, benefits, etc.
    • Our mission is to bring a consumer experience to B2B sales.
    • We are a team of ~60 people with hubs in SF and Vancouver.
    • You get to manage 2 awesome partnerships associates!
    • Top-notch team - You'll work with an awesome bought-in team, who have both built large-scale enterprise SaaS products at top companies (e.g. Google, Meta, Salesforce, Confluent), and high-growth startups (e.g. Workstream, Motive, Square).
    • Well-funded / long runway
    • We are a fast-moving flat org and avoid hierarchical structures.
    Suger

    About Suger

    Suger is the modern platform for Cloud Go-to-Market (Cloud GTM).

    We make it easy for software companies to list, transact, and co-sell through cloud marketplaces and partner portals like AWS, Azure, GCP, Snowflake, and Alibaba.

    Suger automates the manual, cross-functional work behind Cloud GTM—from private offers and CRM syncing to entitlement fulfillment and co-sell execution—so your sales, ops, and finance teams can focus on closing deals, not chasing workflows.

    Built API-first with 25+ integrations, Suger connects directly to cloud marketplaces and partner portals as well as your business systems—CRM, CPQ, communications, billing & metering, accounting, data warehouse, file storage, IAM/SSO systems, and more—to power your marketplace motion end-to-end.

    Over 250 software companies—including Intel, Snowflake, Notion, Airtable, Webflow, Glean, ContentSquare, and Fivetran—trust Suger to simplify and scale their marketplace revenue.

    Industry
    IT & Software
    Company Size
    51-200 employees
    Headquarters
    San Francisco , California
    Year Founded
    2022
    Website
    suger.io
    Social Media