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About the Company:

Qumulo is the simple way to manage exabyte-scale data anywhere — edge, core, or cloud — on the platform of your choice. In a world with trillions of files and objects comprising 100+ zettabytes worldwide, companies need a solution that combines the ability to work anywhere with simplicity. This is precisely what Qumulo was founded to accomplish.

At Qumulo, we are building an open and collaborative culture where people can do their best work with customers as our magnetic field. We act as owners, we share by default, we are data driven and experimental and as an inclusive workplace, we encourage and celebrate multiple points of view. As part of our culture we believe diversity drives innovation.

About the Position:

Specializes in developing and managing new partnership alliances, especially hyperscaler and product-forward partnerships designed around co-selling and mutual commercial benefits. Develops and supports the strategic business plan, executes benefits programs, supports joint enablement activities. Partners with executives to negotiate alliance agreements and maintains ongoing alliance relationships. Own and drive the GTM and business efforts in the cloud and with connected technology and consulting partner ecosystems. Is a key contributor to Qumulo’s broader cloud and co-sell strategies, including efforts for products and solutions designed to run within cloud partners.

Responsibilities

• Develop and drive end-to-end strategic relationships with hyperscaler and cloud ecosystem partners, from executive alignment through field execution.
• Collaborate with Qumulo’s Cloud Business Unit to deliver industry solutions, reference architectures, and validated use cases that accelerate cloud adoption.
• Partner with Cloud sales leaders, ISVs, and alliance teams to identify priority targets; build pipeline; close ARR opportunities; and support successful customer deployments of cloud workloads.
• Own and execute cloud GTM plans in partnership with field and partner leaders, including co-sell motions, joint account planning, and partner enablement.
• Drive measurable revenue impact through partner-sourced and partner-influenced pipeline, co-sell execution, and deal progression.
• Engage directly with partner and Qumulo executives to negotiate agreements, resolve escalations, and align on joint business priorities.
• Operationalize co-sell motions with hyperscalers, ensuring consistent execution across sales, marketing, and partner teams.
• Initially an individual contributor with the expectation to build and lead a team over time.

Qualifications:

• 8+ years of relevant experience in cloud partnerships, alliances, business development, or sales leadership; experience working with a leading cloud provider strongly preferred.
• Deep understanding of hyperscaler partner programs, co-sell models, and cloud partner ecosystems.
• Proven ability to drive revenue outcomes through partnerships, including pipeline development, deal execution, and GTM collaboration.
• Strong executive presence with experience engaging senior leaders internally and at partner organizations.
• Solid understanding of cloud-based workloads, including both enterprise and cloud-native architectures.
• Demonstrated ability to define and operationalize scalable GTM and partner strategies.
• Ability to work effectively across functions and levels in a fast-growing, matrixed organization.
• Experience operating in global or multi-region partner environments a plus.
• Bachelor’s degree required or equivalent demonstrated experience.

The annual On-Target Earnings (OTE) for this role is USD $159,000- $239,000 USD

Individual pay depends on various factors, such as role level, relevant experience and skills. Pay ranges are reviewed and typically updated each year. Offers are made within the pay range applicable at the time.

Benefits & Perks:

• Pre-IPO stock options
• Flexible time-off policy
• HSA and PPO health insurance options
• Dental and Vision insurance
• 401(k) plan
• Choice of an ORCA card or parking subsidy

Equal Opportunity Employer:

Qumulo is an Equal Opportunity Employer. Qualified applicants will receive consideration for
employment without regard to race, color, religion, sex, age, disability, military status, national
origin, or any other characteristic protected under federal, state, or applicable local law.
For more information on Qumulo's Applicant Privacy Policy, please visit:

https://qumulo.com/applicant-employee-privacy-notice