Global Alliance Director – Hyperscaler

Company Description

Miratech is an IT services and outsourcing company that provides services to multinational organizations all over the world. Our highly professional team achieves success with 99% of IT projects in financial, telecommunication, and technology domains. Founded in 1989, Miratech has its headquarters in New York, USA; with R&D centers in Poland, Philippines, Slovakia, Spain, India, and Ukraine. Technical complexity is our passion, stability is our standard, friendly work environment is our style. We empower our employees to grow together with the company, to achieve ambitious goals, and to be a part of the international relentless team which helps visionaries to change the world.

Job Description

In the position of Senior Director of Cloud Service Provider (Google, AWS, Microsoft) Alliances at Miratech, you'll directly report to the Vice President of Global Partners and Alliances. Your role is pivotal, steering Miratech's strategic partnerships with hyperscaler giants such as Google, AWS, and Microsoft. With a focus on sales access, pipeline development and revenue generation, you'll influence and facilitate sell-with and sell-through opportunities in close collaboration with Miratech's global sales team along with the respective Cloud Service Provider partners' sales organizations. Your overarching responsibility is to craft a global go-to-market strategy, ensuring Miratech is optimally positioned as the preferred engineering and services partner within the hyperscaler partner's ecosystem.

Responsibilities

• Manage Miratech’s select Cloud Service Provider partnerships; oversee and ensure the realization of expectations by aligning definitions of success, resource plans, marketing efforts, strategic communication and collaborative go-to-market (GTM) strategies
• Cultivate and strengthen relationships with influential sales and product leadership, spanning C-level executives and decision-makers, to strategically enhance Miratech's market presence and fuel growth within the hyperscaler ecosystem.
• Build and manage a comprehensive go-to-market (GTM) strategy encompassing delivery preparedness, solution development, marketing, communications, business development, evangelization, and certification/specialization management.
• Develop and implement an integrated co-sell and sell-with sales strategy to expand the sales pipeline and achieve annual growth and revenue targets. Work closely in conjunction with the Miratech sales organization.
• Spearhead contract negotiations, pricing discussions, and operational aspects of hyperscaler partnerships to ensure optimal and mutually beneficial agreements.
• Facilitate a joint partner business planning process, defining mutual performance objectives, sales targets, and critical milestones to ensure partnership success aligned with Miratech’s growth objectives.
• Manage partner sales pipeline in coordination with Miratech's global sales teams, ensuring effective communication and seamless execution of sales process. Serve as overlay and provide sales assistance and influence as necessary.
• Identify and capitalize on opportunities for upselling and cross-selling services to existing clients, maximizing revenue streams and enabling ‘land and expand’ sales motions.
• Foster collaboration between Miratech's technical and business teams along with Cloud Service Provider partners, cultivate an environment that sparks innovation and delivers cutting-edge solutions for a distinct competitive advantage. Create custom solutions specific to customer use cases and industry verticals.
• Work closely with sales, technical, and sourcing teams to strategically prioritize hyperscaler certification and specialization requirements, unlocking new sales opportunities and ensuring alignment with end-client needs.
• Stay abreast of market trends, competitor activities, and emerging products and technologies, providing valuable insights to inform strategic decisions and maintain a competitive marketplace advantage.
• Establish and monitor key performance indicators (KPIs) to track the effectiveness of hyperscaler partnerships, enabling data-driven decision-making and continuous improvement.
• Continuously monitor the hyperscaler market landscape, identifying emerging trends, technologies, and opportunities to drive the development and introduction of new, innovative solutions to the market.

Qualifications

• Bachelor's degree in business, technology, or a related field (Master's degree preferred)
• 10+ years experience serving as a partner/alliances leader
• Proven track record of driving $10-20M+ in ARR within a hyperscaler ecosystem (Google, AWS, Microsoft) with the main focus in Google cloud
• Strong understanding of hyperscaler services, solutions and related competencies (Google, AWS, Microsoft)