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Gong is seeking a Director of Hyperscaler Partnerships to own the strategic vision and execution of partnerships with AWS, Microsoft, and GCP. This is a leadership role responsible for defining Gong's multi-year hyperscaler roadmap, building and managing a team of alliance managers, and driving executive-level relationships with partner leadership across all three cloud platforms.
Key responsibilities include: setting hyperscaler strategy and investment priorities; owning performance targets for co-sell pipeline, marketplace revenue, and program ROI; building and developing the alliance management team; serving as the senior operating point of contact with AWS, Microsoft, and GCP leadership; designing the end-to-end operating model for hyperscaler engagement (co-sell, marketplace operations, deal registration, enablement); aligning cross-functional stakeholders (Sales, Marketing, Product, Finance) around hyperscaler priorities; identifying and scaling successful plays across all three partners; making tradeoffs to optimize for Gong's outcomes over individual partner agendas; and maintaining hiring standards and culture across the discipline.
The role requires 8-10+ years in alliances, channel sales, or partnerships within high-growth B2B SaaS, with several years in a management or leadership capacity. Ideal candidates have direct experience managing relationships with one or more hyperscalers at a senior level, including co-sell programs (e.g., AWS ACE), marketplace operations, and executive partner relationships. A proven track record of building and scaling teams, setting hiring bars, and developing individual contributors and managers is essential. The role demands the ability to set direction under ambiguity, make strategic tradeoffs, and drive cross-functional alignment at scale.
