Cloud Partner Manager

Cloud Partner ManagerEma is building the next generation AI technology to empower every employee in the enterprise to be their most creative and productive. Our proprietary tech allows enterprises to delegate most repetitive tasks to Ema, the AI employee. We are founded by ex-Google, Coinbase, Okta executives and serial entrepreneurs. We've raised capital from notable investors such as Accel Partners, Naspers, Section32 and a host of prominent Silicon Valley Angels including Sheryl Sandberg (Facebook/Google), Divesh Makan (Iconiq Capital), Jerry Yang (Yahoo), Dustin Moskovitz (Facebook/Asana), David Baszucki (Roblox CEO) and Gokul Rajaram (Doordash, Square, Google).Our team is a powerhouse of talent, comprising engineers from leading tech companies like Google, Microsoft Research, Facebook, Square/Block, and Coinbase. Most of our team members hail from top-tier educational institutions such as Stanford, MIT, UC Berkeley, CMU and Indian Institute of Technology.Ema is based in Silicon Valley and Bangalore, India. This will be a hybrid role where we expect employees to work from our Mountain View, CA office three days a week.Who You AreEma is hiring a Cloud Partner Manager to lead our GTM partnerships with major cloud hyperscalers, with Microsoft (primary focus) and Google being key. We are a partner-led GTM company, so you will be an instrumental part of our growth trajectory.We're looking for a seasoned professional with deep experience in working within hyperscaler partner ecosystems, particularly Microsoft Azure building relationships across all levels, developing and owning a joint business plan, enabling partners' sales and technical teams, and activating GTM motion with large Tier-1 partners targeting Fortune 500 enterprises. Proven experience navigating Microsoft's partner programs (e.g., Azure Marketplace, Co-sell, ISV Success) is essential. You should have a track record of enabling large partner teams on Enterprise SaaS or AI-driven solutions and driving significant revenue through partnerships.You will own the Partners' revenue commitment attainment, as well as collaborate closely with the Sales, Marketing, Product, and Customer Success team to drive Partner success, and act as the voice of the partner internally to advocate for partner needs and product feedback. This role is ideal for you if you're entrepreneurial, data-driven, and relationship-first. You understand that great partnerships don't just drive revenue they unlock new capabilities and customer value. You thrive at the intersection of strategy and execution and are energized by shaping a new category of enterprise software.This role is ideal for you if you're entrepreneurial, data-driven, and relationship-first. You understand that great partnerships don't just drive revenue they unlock new capabilities and customer value. You thrive at the intersection of strategy and execution and are energized by shaping a new category of enterprise software.You WillIdentify and onboard strategic GTM partners within cloud hyperscaler ecosystems (e.g., AWS, Azure, GCP marketplaces, ISVs, service partners).Develop joint GTM strategies and value propositions aligned to industry verticals and enterprise workflows.Enable and train hyperscaler partner teams with custom collateral, certifications, and playbooks to drive adoption and co-selling. Negotiate partnership agreements and incentives to align with hyperscaler co-sell and marketplace programs.Drive pipeline and revenue through joint sales motions, partner-sourced opportunities, and co-sell initiatives. Build scalable partner infrastructure (portals, reporting, onboarding workflows) that syncs with hyperscaler systems.Represent the company at key hyperscaler and industry events, while staying ahead of trends in the cloud AI partnership ecosystem.Minimum Qualifications5+ years of experience in partner management at a SaaS, enterprise software, or AI company.Strong track record of building and scaling partnerships with cloud hyperscalersespecially Microsoft Azure (required) and Google Cloudincluding experience with co-sell programs, marketplaces, and ISV GTM motions.Demonstrated success in driving sales impact through sourced and enabled GTM partnerships.Solid understanding of partner program structure, including incentives, marketing development funds (MDF), and co-sell frameworks.Deep familiarity with enterprise sales cycles, particularly in AI and automation markets.Skilled in negotiation, stakeholder management, and executive communication.Strategic and execution-oriented, able to operate quickly and effectively in a startup environment.Ideally, You'd HaveFamiliarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms.Experience working with cloud hyperscalers (AWS, Azure, GCP)Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systemsGood understanding of software development principles, data structures, and algorithms.Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking.The ability to work collaboratively in an extremely fast-paced, startup environment.Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.Ema Unlimited is an equal opportunity employer and is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.