Cloud Alliance Specialist

Job Description

Tailscale is seeking a Cloud Alliance Specialist to help accelerate our growth through the AWS ecosystem. This role will focus on building strong field relationships with AWS, executing co-sell and marketing campaigns, and driving incremental revenue through partner engagement.

You’ll collaborate closely with AWS AEs, PSMs, and SAs to identify opportunities where Tailscale and AWS can jointly serve customers, while working cross-functionally with Tailscale’s Sales and Marketing teams to execute go-to-market activities. This position is ideal for someone with 3+ years of experience in partner management, channel sales, or cloud go-to-market roles who is eager to deepen their expertise in the AWS ecosystem and grow into a strategic alliance leader.

Key Responsibilities

• Execute and scale Tailscale’s AWS go-to-market strategy, driving incremental ARR through AWS Marketplace and co-sell engagements.
• Build and strengthen relationships with AWS field teams (AEs, PSMs, SAs) to increase engagement and awareness across priority accounts.
• Support the development and execution of joint co-sell campaigns such as:
  • Marketplace Self-Serve Trial → Paid Customer Conversions
  • Expansion Campaigns within existing Tailscale customers
  • PAYG → Private Offer conversions
  • Priority Account Penetration with AWS AEs introducing Tailscale to new customers
• Conduct enablement sessions for AWS field teams (AEs, PSMs, SAs) to expand their understanding of Tailscale’s value proposition.
• Partner with Marketing to execute joint GTM activities and co-branded campaigns aligned to strategic verticals and ICPs.
• Track and report key partnership metrics such as influenced pipeline, sourced opportunities, attach rate, and field activity.
• Collaborate internally with Sales and Partner Leadership to continuously improve AWS field engagement and streamline co-sell processes.

What We Are Looking For

• 3-5+ years of experience in partner management, channel sales, or cloud go-to-market roles (preferably with or within AWS)
• Familiarity with AWS Marketplace and understanding of cloud procurement or co-sell motions
• Strong relationship management and communication skills with the ability to build trust across internal and external stakeholders
• Excellent organizational and project management skills; comfortable managing multiple campaigns and priorities simultaneously
• Data-driven mindset with an ability to connect activity to revenue impact
• Growth-oriented, collaborative, and eager to learn the nuances of the AWS partnership ecosystem

Nice to Have

• Based on the West Coast - preferably in Seattle, WA or Bay Area, CA
• Experience engaging with Microsoft Azure or familiarity with IP Co-Sell eligibility requirements.
• Exposure to AWS programs such as ISV Accelerate, AWS Competencies, or co-build initiatives.
• Prior experience supporting co-marketing or joint GTM campaigns with cloud providers.

As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may vary based on experience and skill set.