Alliance Specialist – Cloud Hyperscalers at NTT Ltd

Key Responsibilities

Cloud Hyperscaler Partnership Management


Develop and maintain strong relationships with AWS, Microsoft, and Google partnership teams.
Support negotiation and management of partnership agreements, program enrollments, and competency requirements.
Coordinate participation in partner programs (e.g., AWS Partner Network, Microsoft Partner Program, Google Cloud Partner Advantage).
Track and maintain compliance with partner tier requirements, certifications, training, and business metrics.


Ecosystem Vendor Collaboration


Build and sustain relationships with key ecosystem vendors (e.g., Databricks, Snowflake, RedHat, HashiCorp, security ISVs).
Identify opportunities for joint solutioning and co‑selling with ecosystem partners.
Support integration of partner technologies into internal offerings.


Joint Go‑to‑Market & Co‑Selling


Support planning and execution of joint GTM initiatives with AWS, Azure, and GCP.
Assist with co‑selling motions, pipeline building, and partner‑sourced opportunity management.
Support joint campaigns, webinars, solution briefs, and partner events.
Prepare GTM materials, pitch decks, and capability statements tailored to each hyperscaler.


Customer Success & Cloud Adoption

(Added per your request — now a core responsibility)


Work with customer success, delivery, and sales teams to drive adoption of hyperscaler cloud services within customer accounts.
Track customer cloud consumption, usage growth, and adoption metrics across AWS, Azure, and GCP.
Identify upsell/cross‑sell opportunities that align with partner incentives, funding programs, or consumption targets.
Help customers unlock value from cloud investments through partner programs, funding, and technical resources.


Rebates, Incentives & Funding Optimization


Manage tracking, documentation, and submission for:
Partner rebates
MDF (Market Development Funds)
Incentive programs
Co‑op funds
Proof‑of‑Concept or Migration funding (MAP, FastTrack, GCP Funding)
Ensure the business maximizes rebates and incentives based on customer activity and consumption targets.
Report regularly on revenue impact, forecasted rebates, and earned incentives.


Operational Excellence & Reporting


Maintain dashboards to track partner performance, certifications, pipeline, rebates, and key KPIs.
Improve internal processes for alliance engagement, opportunity registration, and partner reporting.
Support quarterly business reviews with hyperscalers and internal leadership.


Internal Enablement


Educate sales, delivery, and technical teams on:
Hyperscaler partner programs
Funding opportunities
Co‑sell processes
Incentive structures
Promote internal adoption of partner-aligned solutions and programs.
Knowledge, Skills & Attributes
Strong understanding of AWS, Azure, and GCP partner programs, incentives, and GTM motions.
Excellent relationship‑building and negotiation skills.
Strong analytical skills and business acumen.
Ability to work collaboratively across sales, marketing, delivery, and customer success teams.
Excellent verbal, written, and presentation skills.
Ability to navigate ambiguity and execute in fast‑changing environments.
Strong project management skills and attention to detail.


Qualifications


Bachelor's degree in Business, IT, Computer Science, or a related field.
Additional advantage: familiarity with cloud certifications (even foundational) across AWS, Azure, or GCP.


Experience


Experience in alliance management, partner programs, channel sales, or cloud GTM roles—preferably in a tech or IT services environment.
Experience working with hyperscaler programs or cloud‑centric partnerships is a strong advantage.
Proven ability to support programs that generate revenue, cloud consumption, or partner incentives.


Workplace type:


Hybrid Working