Strategic Cloud Partner Manager
About the Role
We are looking for a Cloud Partner Manager for APJ to deepen our partnerships with leading cloud service providers (AWS, GCP and Microsoft Azure) and accelerate joint business across the region. This role reports to the Global Head of Cloud Partnerships and works in close alignment with the APJ Partner organisation to ensure that cloud initiatives support the broader regional partner strategy.
You will collaborate closely with cloud provider account teams, solution engineers, and regional SI partners to create demand, pursue customer opportunities, and build a scalable, repeatable cloud go-to-market motion across APJ.
Key Responsibilities
- Develop and execute the APJ cloud partner strategy with AWS, Google Cloud, and Microsoft Azure, ensuring alignment with the regional APJ partner strategy and global cloud priorities.
- Build strong relationships with cloud provider field teams to support co-selling, account alignment, opportunity qualification, and joint pursuit activities.
- Generate partner-sourced opportunities by educating cloud teams, identifying customer needs, and activating CSP channels as a source of new business.
- Plan and deliver enablement programs, workshops, and solution training for CSP sales and technical teams across APJ.
- Collaborate with regional SI partners and cloud providers to design and execute joint go-to-market activities, including events, campaigns, workshops, and customer success initiatives.
- Support operational aspects of cloud partnerships, including Marketplace transactions, cloud credit programs, co-marketing funds, and overall program participation.
- Work closely with internal APJ sales, partner, marketing, and product teams to ensure cloud partnership activities integrate into regional execution plans.
- Track and report on partner activity, co-sell pipeline, partner-sourced opportunities, and performance of joint initiatives.
- Maintain an understanding of APJ cloud market trends and partner ecosystems to inform strategy and accelerate regional growth.
Qualifications – Required
- 6–10+ years of partner, alliances, or cloud sales experience in APJ, preferably within enterprise software, SaaS, or cloud technologies.
- Direct experience working with cloud service providers (e.g. AWS, GCP) on joint go-to-market and co-selling motions.
- Proven ability to source new opportunities through cloud partnerships by building field relationships and driving structured engagement models.
- Experience delivering enablement, training, and workshops to diverse audiences across multiple APJ geographies.
- Strong relationship-building skills and the ability to influence internal and external stakeholders at all levels.
- Skilled in managing pipeline, forecasting, and reporting.
- Comfortable working across a distributed organisation and multiple time zones.
Qualifications – Preferred
- Experience with cloud marketplaces, co-marketing funds, cloud incentives, and programmatic partnership operations.
- Knowledge of the APJ SI, consulting, and cloud-native partner ecosystem.
- Background in high-growth SaaS or cloud platform companies.
- Multilingual abilities relevant to the region are an advantage.
What Success Looks Like (First 6–12 Months)
- Strong integration with the global cloud partnerships team and full alignment with the APJ partner strategy.
- Productive, consistent engagement with CSP field teams across APJ.
- A growing funnel of partner-sourced and partner-influenced opportunities.
- Scalable enablement programs that increase awareness and adoption across cloud teams.
- Joint marketing activity driving qualified demand with cloud providers and SI partners.
- Clear, reliable reporting demonstrating measurable revenue impact from cloud partnerships.
Compensation & Rewards:
In Singapore, the OTE (On-Target Earnings) compensation range for this role is SGD 340,000 - SGD 375,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.
About the job
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Strategic Cloud Partner Manager
About the Role
We are looking for a Cloud Partner Manager for APJ to deepen our partnerships with leading cloud service providers (AWS, GCP and Microsoft Azure) and accelerate joint business across the region. This role reports to the Global Head of Cloud Partnerships and works in close alignment with the APJ Partner organisation to ensure that cloud initiatives support the broader regional partner strategy.
You will collaborate closely with cloud provider account teams, solution engineers, and regional SI partners to create demand, pursue customer opportunities, and build a scalable, repeatable cloud go-to-market motion across APJ.
Key Responsibilities
- Develop and execute the APJ cloud partner strategy with AWS, Google Cloud, and Microsoft Azure, ensuring alignment with the regional APJ partner strategy and global cloud priorities.
- Build strong relationships with cloud provider field teams to support co-selling, account alignment, opportunity qualification, and joint pursuit activities.
- Generate partner-sourced opportunities by educating cloud teams, identifying customer needs, and activating CSP channels as a source of new business.
- Plan and deliver enablement programs, workshops, and solution training for CSP sales and technical teams across APJ.
- Collaborate with regional SI partners and cloud providers to design and execute joint go-to-market activities, including events, campaigns, workshops, and customer success initiatives.
- Support operational aspects of cloud partnerships, including Marketplace transactions, cloud credit programs, co-marketing funds, and overall program participation.
- Work closely with internal APJ sales, partner, marketing, and product teams to ensure cloud partnership activities integrate into regional execution plans.
- Track and report on partner activity, co-sell pipeline, partner-sourced opportunities, and performance of joint initiatives.
- Maintain an understanding of APJ cloud market trends and partner ecosystems to inform strategy and accelerate regional growth.
Qualifications – Required
- 6–10+ years of partner, alliances, or cloud sales experience in APJ, preferably within enterprise software, SaaS, or cloud technologies.
- Direct experience working with cloud service providers (e.g. AWS, GCP) on joint go-to-market and co-selling motions.
- Proven ability to source new opportunities through cloud partnerships by building field relationships and driving structured engagement models.
- Experience delivering enablement, training, and workshops to diverse audiences across multiple APJ geographies.
- Strong relationship-building skills and the ability to influence internal and external stakeholders at all levels.
- Skilled in managing pipeline, forecasting, and reporting.
- Comfortable working across a distributed organisation and multiple time zones.
Qualifications – Preferred
- Experience with cloud marketplaces, co-marketing funds, cloud incentives, and programmatic partnership operations.
- Knowledge of the APJ SI, consulting, and cloud-native partner ecosystem.
- Background in high-growth SaaS or cloud platform companies.
- Multilingual abilities relevant to the region are an advantage.
What Success Looks Like (First 6–12 Months)
- Strong integration with the global cloud partnerships team and full alignment with the APJ partner strategy.
- Productive, consistent engagement with CSP field teams across APJ.
- A growing funnel of partner-sourced and partner-influenced opportunities.
- Scalable enablement programs that increase awareness and adoption across cloud teams.
- Joint marketing activity driving qualified demand with cloud providers and SI partners.
- Clear, reliable reporting demonstrating measurable revenue impact from cloud partnerships.
Compensation & Rewards:
In Singapore, the OTE (On-Target Earnings) compensation range for this role is SGD 340,000 - SGD 375,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.