• Serve as the main point of contact for all client communication, ensuring a high-touch, concierge-level experience. • Build and maintain strong relationships with client stakeholders and C-suite executives, moving beyond a vendor relationship to become a trusted advisor. • Proactively solicit client feedback, conduct NPS/satisfaction check-ins, and identify potential friction points before they impact the relationship. • Work closely with the strategy team members to ensure the client understands how our strategic roadmap aligns with their business objectives. • Directly responsible for client happiness and account retention, ensuring that every client in your portfolio is a potential reference. • Act as the 'Voice of the Client" within SmartBug, ensuring their needs and concerns are prioritized by the delivery teams. • Lead high-level conversations around client concerns or pivots in business direction, maintaining poise and professional integrity. • Mentor the financial health of the account, ensuring the partnership remains profitable and within the intended commercial scope. • Identify opportunities for account expansion and partner with Sales and Strategy to propose additional services that drive further value for the client. • Drive the collection of the client reviews, case studies, and awards to celebrate the success of the partnership.

• Build strong, professional relationships with key contacts at assigned client companies, both at franchise and corporate levels. • Brings together the right team members (Technicians, Ops managers, support staff, technical teams, and leaders) to meet client goals and expectations. • Stays up to date on industry trends and best practices, and shares useful insights with clients • Manages contract renewals and handles price increases • Regularly checks in with clients to understand their needs and improve their programs. • Communicates clearly and professionally with key contacts, including senior executives. • Completes and submits required weekly, monthly, and annual reports, and handles related administrative tasks. • Take on additional duties as needed.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role involves managing relationships with core Cloud Solution Providers (CSPs) — Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). This role will drive Strategic’s cloud go-to-market (GTM) execution, align partner programs, and increase revenue through collaborative sales motions, marketplace optimization, and cross-partner collaboration with our ISV ecosystem. - Manage and grow relationships with AWS, Azure, and GCP field and partner development teams. - Develop and execute joint GTM plans, ensuring alignment between Strategic’s cloud strategy and each hyperscaler’s priorities. - Partner with ISV Partner Alliance Managers to align ISV solutions that drive cloud consumption, marketplace listings, and co-sell wins. - Lead the development and execution of joint go-to-market (GTM) campaigns with CSP and service partners. - Support the operations team with guidance and resources to drive marketplace listing creation, maintenance, and optimization. - Enable internal teams on how to leverage marketplaces to reduce procurement barriers, simplify transactions, and accelerate deals. - Build and maintain relationships with service delivery partners who provide subcontracting or implementation services tied to cloud workloads. - Track and report on CSP pipeline growth, marketplace engagement metrics, and co-sell success through CRM and partner portals. - Stay informed about evolving partner programs, incentives, and tier requirements across AWS, Azure, and GCP. Qualifications - 5+ years experience in cloud alliance management, channel sales, or partner development with hyperscalers. - Understanding of CSP GTM motions, including co-sell, marketplace, and consumption-based revenue models. - Familiarity with AWS Partner Central, Microsoft Partner Center, and GCP Partner Advantage portals. - Experience supporting marketplace listings, private offers (PPA/PPO), or similar transaction structures. - Strong relationship management skills across business, technical, and operational teams. - Preferred: AWS Partner Sales Accreditation (Business) or AWS Partner Cloud Economics Accreditation. - Bonus: Experience coordinating with ISVs or MSPs in cloud go-to-market plays. - ISO 9001:2015 internal training to be completed within ninety (90) days of hire. Physical Requirements - Work is generally sedentary in nature, but may require standing and walking for up to 20% of the time. - The work environment is generally favorable with reasonable lighting and temperature. - Work is generally performed within an office environment, with standard office equipment available. - Require use of multiple computer monitors and software programs simultaneously, desk phone, mouse, and keyboard. Benefits - Medical Insurance - Dental Insurance - Life Insurance - Vision Insurance - Long-term and Short-term Disability Insurance - 401k Plan - Paid Vacation Days - Paid Sick Days - Paid Holidays Other Benefits - Dog-friendly corporate office - Wellness incentives - Referral bonuses Screening Requirements - Background Check - Drug Testing

• Manages assigned vendors within established governance, policies, and escalation frameworks. • Coordinate forecasts/resource projections between vendor and internal Lumicera department as needed. • Ensure vendor access to systems proprietary information, and/or protected health information is appropriate and compliant based on delegated services. • Support contract management activities in coordination with Procurement, Vendor Risk Management, Legal, and Finance as well as other departments (e.g., Ops, IT) including but not limited to scope changes, renewal impacts and termination notifications. • Evaluate performance and proactively provide feedback to vendor(s) to increase customer satisfaction, efficiency, and effectiveness. • No less than quarterly, establish review forums with vendors to analyze, discuss, and provide feedback on performance as well as facilitate mutual input, with an improvement mindset – such as corrective action plans. • Provide recommendations to vendor(s) and leadership on vendor performance, risk mitigation, and improvement opportunities. • Lead regular calls with appropriate internal and external parties aimed at identifying and solving top issues affecting the customer(s) (internal and external). • Collaborate with vendors and Lumicera affiliates to ensure mutual understanding of goals and roles and responsibilities of each in achieving those goals across entities. • Oversee invoices to ensure billing is appropriate based on scope or Statement of Work (SOW) and that payment is managed timely. • Keep Lumicera (or internal client department) and vendor informed of all upcoming customer-facing testing and updates to products or services that could generate customer inquiries and/or result in process changes or potential/expected outages. • Institute best practices by conducting process reviews and memorializing process improvements via documentation. • Lead monthly and/or quarterly KPI and performance evaluations with vendor teams, ensuring that goals are clear and optimal performance levels are reached. • Other duties as assigned.