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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 cloud partners including AWS, Google Cloud, and CrowdStrike across Europe and the Middle East.
Key responsibilities include:
• Regional Market Leadership: Leverage local market knowledge, language skills, and cultural understanding to strengthen relationships with AWS, Google, CrowdStrike, and technology partners across EMEA.
• Strategic Relationship Management: Cultivate and expand partnerships with sales leadership and partner teams at hyperscalers and technology vendors to ensure JumpCloud remains top-of-mind for their field organizations.
• Co-Sell & Marketplace Execution: Orchestrate end-to-end co-sell motions and drive marketplace utilization to accelerate deal velocity and achieve joint revenue targets.
• Joint GTM & Sales Enablement: Design and deliver tailored enablement sessions for partner-facing teams, articulating JumpCloud's value proposition and creating new sales opportunities through VAR packaging options.
• Cross-Functional Liaison: Act as primary bridge between partner ecosystem and internal teams (Commercial, Enterprise, VAR Partner teams) to ensure seamless deal execution and lead handoffs.
• Ecosystem Expansion: Identify and support GTM motions with Independent Software Vendor (ISV) partners that complement the existing 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 working with ISVs, hyperscalers, or cloud software partners; proven success building revenue-generating alliances with cloud infrastructure providers (AWS/Google); 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); fluent English; authorized to work in England.
Preferred: IAM or related IT security solution experience; fast-paced hyper-growth SaaS background; hyperscaler or security ISV engagement (AWS, Google, CrowdStrike); self-starter mentality for remote-first environment; bachelor's degree or equivalent.
