Melbourne preferred but open to candidates based in all major Australian cities.

We deliver the best GIS solutions in the world, with the brightest minds on the map.

What are the issues that matter most to you? Climate change, national security, disaster response?

At Esri Australia you'll work with people at the forefront of these issues, connect them with the best tech and solutions and get an inside look into the real-world challenges that shape our future.

We turn problems into opportunities, and that takes two things:

- The most powerful GIS technology and solutions.
- Driven, talented, and passionately curious people.

Here we connect them, and that’s how we achieve incredible things for communities, economies, and for your career.

About the Role The Cloud Alliances Lead is responsible for developing and executing Esri Australia's strategic cloud alliance strategy across Microsoft, AWS and future high value partnerships. The role owns strategic planning, partner program participation, executive engagement, funding strategies and regional GTM coordination.

The role acts as the primary point of accountability for joint business planning, partner investments, marketplace strategy, co-sell motions and cloud-driven growth initiatives across the region.

Some major responsibilities

- Build and manage strategic partnerships with Microsoft, AWS and other cloud providers to drive business growth.
- Develop and execute joint business plans, ensuring alignment on priorities, opportunities and growth targets.
- Strengthen executive relationships across partner organisations and lead regular business reviews.
- Maximise the value of cloud partner programs, including funding, incentives, accreditations and co-investment opportunities.
- Drive co-sell initiatives and marketplace strategies that generate pipeline and revenue growth.
- Create and maintain partner playbooks, value propositions and go-to-market resources to support regional teams.
- Partner with Sales,



Marketing and Solution Engineering teams to deliver joint campaigns, opportunities and customer success stories.
- Coordinate strategic opportunities across multiple regions and support consistent engagement with cloud alliance partners.

About You

You're an experienced partnerships or alliances professional who understands how to create commercial value through strategic technology partnerships. You bring a strong background in the Microsoft and/or AWS ecosystem and know how to build trusted partner relationships, drive co-sell opportunities, execute joint go-to-market initiatives, and influence stakeholders at all levels.

What we’re looking for

- 7+ years of proven experience managing strategic technology partnerships, alliances, or ecosystem relationships.
- Strong experience within the Microsoft and/or AWS ecosystem, either working for the vendor or within a partner organisation. Microsoft experience is highly regarded.
- A solid understanding of Microsoft and/or AWS partner programs and how to leverage them to drive business outcomes.
- Experience delivering co-sell initiatives, joint go-to-market activities, and partner-led growth programs.
- Demonstrated success developing and executing joint business plans, partnership strategies, or account alignment plans.
- Experience engaging and influencing senior stakeholders across both internal and partner organisations.
- Robust commercial acumen, with the ability to identify growth opportunities and translate partnerships into measurable business outcomes.
- Excellent communication and relationship-building skills, with the ability to navigate sales, technical, and executive audiences.
- You must hold current permanent and full-time working rights in Australia.
- Attitude and behaviour align with Esri Australia's core values.

Discover how our values shape our impact, your journey begins with one click here: Our people.

No recruitment agencies please.

We are managing this recruitment process internally and will not accept unsolicited CVs or candidate introductions from agencies.

📌 Cloud Alliances Lead (Melbourne)
🏢 Esri Australia
📍 Melbourne