Job Specifications
About Us:
CloudShare is a fast-growing SaaS company delivering secure, scalable virtual environments that enable organizations to collaborate, train, develop, and operate in cloud-based digital workspaces. Our platform powers virtual desktops, immersive collaboration, and secure remote infrastructure for enterprise and mid-market customers worldwide.
We are seeking a dynamic and strategic Vice President of Strategic Alliances to lead our global partnerships strategy and build a high-impact ecosystem that accelerates revenue growth, market expansion, and product innovation.
In this role, you will define and execute the company's alliances strategy across hyperscalers, ISVs, channel partners, system integrators, OEMs, and technology partners. You will work cross-functionally with Sales, Product, Marketing, and Customer Success to drive joint go-to-market initiatives, strategic integrations, and revenue-generating partnerships.
This is a highly visible leadership position with direct impact on CloudShare's growth and market positioning.
Responsibilities:
Develop and execute a global alliances strategy aligned with company growth goals
Identify, evaluate, and prioritize high-impact partnership opportunities
Build scalable, revenue-generating partnerships across cloud providers, ISVs, and channel partners
Drive alliance-sourced and alliance-influenced revenue
Establish joint go-to-market programs with hyperscalers, marketplaces, and strategic partners
Negotiate and manage complex partnership agreements
Enable co-selling motions and marketplace listings
Collaborate with Product on integration roadmaps and strategic technology partnerships
Work with Marketing on joint campaigns, co-branding, and partner initiatives
Align with Sales leadership to ensure adoption of alliance programs in the field
Support Customer Success in leveraging partners for enterprise deployments
Build and scale a global alliances team
Define KPIs, reporting frameworks, and success metrics for the alliances function
Requirements:
12+ years of experience in SaaS, cloud, or enterprise software
5+ years in partnerships, alliances, or business development leadership
Proven track record building revenue-generating partnerships in a high-growth SaaS environment
Strong understanding of cloud ecosystems (AWS, Azure, GCP) and enterprise infrastructure
Experience negotiating enterprise-level agreements
Strong executive presence and ability to communicate with senior leadership and board members
Experience working cross-functionally with Sales, Product, and Marketing
Highly strategic thinker with strong execution skills
Data-driven and commercially minded
Ability to thrive in a fast-paced, high-growth environment
Nice to have:
Experience with VDI, cloud workspace, virtualization, or collaboration platforms
Existing relationships within hyperscaler ecosystems
Experience scaling partnerships in companies between $50M-$300M ARR
Experience building global alliance programs from the ground up
Compensation Range: $150K OTE annually and 15% bonus.
About the Company
CloudShare provides the world’s most advanced and versatile virtual hands-on labs, driving long-term value throughout the customer journey. We help prospects, customers, employees, and partners master even your most complex enterprise software.
Our market-leading cloud-agnostic/on-premise solution lets you easily create fully functional play & break simulations of your cybersecurity or business application products.
In safe, isolated environments with simple UX and integrated content, users can experience, explore and ex...
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