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JumpCloud is seeking a Strategic Alliances Manager for EMEA (Europe and Middle East) to lead regional partnership strategy and execution. This role serves as the diplomatic core for JumpCloud's relationships with major hyperscalers (AWS, Google Cloud) and technology partners (CrowdStrike) across the EMEA region.
Key responsibilities include:
**Regional Market Leadership**: Leverage local market knowledge, language skills, and cultural understanding to strengthen relationships with AWS, Google, CrowdStrike, and other technology partners. Act as the primary point of contact for alliance strategy in Europe and the Middle East.
**Strategic Relationship Management**: Cultivate and expand partnerships with sales leadership, Account Executives, and Partner Sales Managers at hyperscalers and technology partners. Ensure JumpCloud remains top-of-mind for their field teams and sales organizations.
**Co-Sell & Marketplace Execution**: Orchestrate end-to-end co-sell motions, drive marketplace utilization, and accelerate deal velocity. Support joint revenue targets and streamline procurement processes.
**Joint GTM & Sales Enablement**: Design and deliver tailored enablement sessions for partner-facing teams. Articulate JumpCloud's value proposition to hyperscalers and technology partners. Expand Value-Added Reseller (VAR) packaging options.
**Cross-Functional Liaison**: Act as the primary bridge between the partner ecosystem and internal teams (Commercial, Enterprise, VAR Partner teams). Ensure seamless deal execution and lead hand-offs.
**Ecosystem Expansion**: Identify and support Independent Software Vendor (ISV) partners within the region that complement JumpCloud's portfolio and offer strategic growth potential.
**Pipeline & Lead Generation**: Collaborate with ISV partners and hyperscaler marketing programs on strategic lead-generation activities to build sustainable pipeline for direct and channel sales.
Required qualifications: 5+ years of experience with ISVs, hyperscalers, or cloud software partners. Proven track record building revenue-generating alliances with cloud infrastructure providers (AWS/Google) and achieving growth targets. Demonstrated ability to execute OEM motions in SaaS/ISV space. Deep knowledge of identity, security, infrastructure, and SaaS products. Seasoned understanding of Europe and Middle East partner ecosystems (VARs, SIs, MSPs). Must be fluent in English, located in England, and authorized to work there. Bachelor's degree or equivalent required.
Preferred: IAM or related IT security solution experience. Background in fast-paced, hyper-growth SaaS environments. Engagement with hyperscaler environments (AWS, Google) or security ISVs like CrowdStrike. Self-starter comfortable in remote-first, multi-timezone environment.
