Director/Manager of Cloud Alliances

Are you passionate about Kubernetes, Security, and Networking? Join one of the most exciting startups in the Kubernetes space, Isovalent, the company behind the game-changing eBPF and Cilium projects. We believe deeply in Open Source and value the diverse community around it. Our Isovalent Cilium Enterprise platform delivers unparalleled identity-aware networking, observability, and security for Kubernetes and beyond.

Your Opportunity

You will work with some of the largest cloud providers in the industry to drive Isovalent Cilium Enterprise adoption in their ecosystems. Cilium has become the de-facto standard for secure and observable cloud-native connectivity. It has been selected as the default in several managed Kubernetes offerings of major public cloud providers, including Google Kubernetes Engine, Google Anthos, and Amazon EKS Anywhere. Demand for our offering has skyrocketed over the last 12 months as customers realize that legacy tools simply don’t cut it in the new stack. Cilium is already the technology of choice for leading brands such as Google, Adobe, Capital One, Gitlab, Datadog, and many more. This is a unique opportunity to build out an alliance ecosystem with the most forward-thinking industry partners. We’re looking for someone that has a passion for technology and knows how to work in an open-source environment, and works well in a fast-paced, growth-stage startup.

Your Responsibilities

• Manage and own our presence in online marketplaces.
• Support our sales teams to create marketplace offerings for customers and partners.
• Acquire, onboard, develop, and expand strategic ecosystem partners that build cloud solutions around Cilium.
• Build joint value propositions, plan and execute joint go-to-market plans with cloud alliances and their partner ecosystem teams.
• Develop and execute partner planning. This will include strategic direction, business planning, account mapping, pipeline generation and management, and sales enablement.
• Coordinate and manage the interaction between alliances and other Isovalent teams, including Sales, Marketing, Customer Success, and Engineering.
• Plan and lead partner events together with our marketing team.
• This role will be a central coordination role between Isovalent and its sales, marketing, and partner teams, as well as similar teams at our major cloud alliance partners.

Your Background

• 5+ years of partner management experience with open-source enterprise software.
• Be able to understand and propose joint value propositions with ecosystem partners.
• Exposure to the Kubernetes and cloud-native ecosystem.
• Be an upbeat, energetic person who loves engaging with boutique partners, large GSIs, or technology partners.
• Ability to be highly responsive to customer requests and needs.
• Ability to balance multiple partners while driving results.
• Prior startup experience is highly preferred.
• Strong written and oral communication skills.

Desired Qualifications

• 5+ years of partner management experience in enterprise software.
• Be able to understand and propose joint value propositions with alliance ecosystem partners.
• Exposure to the Kubernetes and cloud-native ecosystem.
• Exposure to working with cloud providers and associated marketplaces.
• Be an upbeat, energetic person who loves engaging with partners.
• Ability to be highly responsive to requests and needs.
• Ability to balance multiple partners while getting results quickly.
• Strong written and oral communication skills.