• Responsible for active new client acquisition, including conducting sales calls, presentations and contract negotiations • Building long-term customer relationships • Developing scalable sales processes and structures • Close collaboration with product management to further develop the software based on market feedback

Role Description Symphony Solutions is seeking a Cloud Partnerships Manager to lead and scale our strategic relationships with the world’s leading cloud hyperscalers: AWS, Microsoft Azure, and Google Cloud. This is a high-impact role where you will drive revenue through cloud marketplaces, launch co-marketing initiatives, and position Symphony Solutions as a trusted partner in the global cloud ecosystem. In this role, you will be responsible for developing and executing strategies to create and maintain successful collaborations with AWS, Microsoft Azure, and Google Cloud. You will play a crucial role in: - Identifying new business opportunities - Promoting our offerings - Ensuring we leverage the full potential of our AWS, Azure, and GCP partnerships This position requires a deep understanding of cloud technologies and strong relationship management skills. You will work closely with cross-functional teams, including sales, marketing, and engineering, to align our business goals with AWS, Azure, and GCP services. Your ability to communicate effectively with various stakeholders, both internally and externally, will be vital in achieving joint success. If you are passionate about cloud technology, have a strong network within the AWS, Azure, GCP ecosystem, and thrive in a dynamic environment, we invite you to apply and join our team at Symphony Solutions. Qualifications - 4-5 years of relevant experience in the IT industry - Proven experience in managing strategic partnerships with cloud providers: AWS, Microsoft Azure, and Google Cloud - Track record of driving revenue growth and exceeding partnership goals - Experience generating referred leads and supporting internal teams through AWS, Azure, and GCP activities - Track record of successfully passing AWS, Azure, GCP competencies and service delivery programs - Proficiency in preparing and submitting opportunities via portal(s) - Strong relationship-building skills with AWS, Azure, GCP representatives; an existing network is a strong advantage - Practical experience working with AWS partner funding programs (MDF, PoC, MAP, etc.) - Strong understanding of cloud technologies and the cloud-native ecosystem - Familiarity with well-architected frameworks and best practices - Excellent negotiation, communication, presentation, and stakeholder management skills - Ability to work across multiple teams and deliver results in a fast-paced environment - Strong research and analytical abilities - Excellent problem-solving skills and a proactive mindset - Strong time management skills with the ability to work independently and in asynchronous environments - Upper-intermediate or higher level of spoken and written English Requirements - Experience working with AWS, Azure and/or Google Cloud - Experience in partner engagement and enablement - Exposure to emerging technical partnerships - Basic understanding of Generative AI concepts Responsibilities - Develop and implement partnership strategies with AWS, Azure and Google Cloud - Drive growth of the AWS partnership (both in revenue and strategic presence) - Build strong relationships with partner teams to ensure technical alignment and joint success - Work cross-functionally to integrate cloud partnerships into product, services and sales strategies - Identify and pursue new business opportunities that arise through the AWS, Azure and GCP partnership - Manage joint marketing initiatives and campaigns featuring AWS services - Monitor market trends and competitive landscape related to AWS services - Prepare and present regular reports on partnership performance to senior management - Initiate and scale new strategic partnerships

• Identify and Develop Sales and Partnerships: Research and connect with relevant businesses to develop new opportunities. • Manage the full sales pipeline from lead generation to closing deals. • Strategic Planning and Execution: Constantly review business directions for upcoming products to ensure alignment of market requirements and company targets. • Identify emerging markets, trends, and potential clients. • Conduct market research, revenue forecast, cost analysis, and brand positioning • Collaborate with other teams, external partners, and third-party vendors. • Client Engagement and Relationship Management: Contact potential clients and partners to establish rapport and set up meetings • Maintain and nurture relationships with existing and new clients. • Event Support and Promotion: Assist in internal events by securing sponsorships, media partnerships, and strategic collaborations. • Actively participate in industry conferences, trade shows, and networking events.

• Own and execute the company’s commercial strategy, including pipeline development, customer qualification, pricing, and deal execution. • Lead enterprise-level sales engagements with major construction, mining, and industrial customers. • Manage complex, multi-stakeholder sales cycles involving operations, safety, IT, and executive leadership. • Hiring, developing, and organizing a sales and technical/pre-sales team. • Conceiving, executing, and implementing sales processes, including ERP and Commercial bidding processes. • Identifying and developing strategic partnerships with OEMs, dealers, contractors, system integrators, and regional partners. • Structuring commercial agreements, joint development initiatives, and channel partnerships.