Ecosystem & Marketplace Lead (Cloud Partnerships)

What You’ll Do

Own Cloud Marketplace Strategy & Execution

• Manage and grow HG’s presence across leading cloud marketplaces
• Drive marketplace transactions, including private offers and enterprise deal alignment
• Ensure HG’s products are effectively positioned within each ecosystem

Drive Co-Sell and Partner Revenue

• Build and execute co-sell motions with cloud partner teams
• Develop relationships with partner sellers, solution teams, and ecosystem stakeholders
• Generate and manage partner-influenced pipeline and revenue

Expand Ecosystem Presence

• Strengthen HG’s positioning within cloud partner ecosystems
• Align with partner priorities and solution areas to increase visibility and deal flow
• Support joint go-to-market initiatives with key partners

Explore Emerging AI & Data Ecosystem Opportunities

• Identify opportunities to integrate HG’s data into modern AI-driven and workflow-based use cases
• Prototype and test new ideas that expand how customers access and use HG data
• Collaborate cross-functionally to bring new ecosystem opportunities to market

Collaborate Cross-Functionally

• Partner with Sales, Product, and Marketing to align ecosystem efforts with broader GTM strategy
• Share insights from partners and customers to inform product direction and opportunities

What Success Looks Like

• Cloud marketplace and partner channels generating measurable pipeline and revenue
• Repeatable co-sell motions established with key ecosystem partners
• Increased adoption of HG products through cloud and partner ecosystems
• Early validation of new AI-driven or workflow-based use cases

What We’re Looking For

• 6–10+ years in partnerships, business development, or sales within cloud or technology ecosystems
• Experience working with cloud marketplaces and/or partner-led GTM motions
• Proven ability to drive revenue through partnerships or indirect channels
• Strong understanding of enterprise sales cycles and cloud go-to-market models

Builder Mindset & Technical Curiosity

• Comfortable working with data and translating it into customer-facing use cases
• Familiarity with modern AI tools, data platforms, or workflow automation technologies
• Ability to move from idea to prototype to execution in a fast-paced environment
• Curious, resourceful, and motivated to experiment with new technologies and approaches

Why This Role Matters

HG Insights has a uniquely differentiated data asset that powers how companies identify and act on market opportunities. This role will be key to expanding how that data is delivered—through cloud ecosystems today and through emerging AI-driven experiences in the future.