What are the responsibilities and job description for the Vice President of Strategic Alliances position at CloudShare?
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.
Salary : $50 - $300