Cloud Alliance Manager – AWS

This is a fully remote position, open to applicants in Latvia.

📋 Description

• Take charge of AppXite's AWS partnership comprehensively, which includes managing the AWS Distribution Program, Solution Provider Program, AWS Marketplace, co-selling initiatives, incentive structures, margin economics, and customer support.

• Act as the key AWS expert for product, engineering, finance, and customer-facing teams.

• Oversee vendor partnerships and participation in AWS programs, encompassing partner development, progression paths, accreditation counts, compliance, and annual re-validation.

• Monitor changes in the AWS channel program and convert them into platform and commercial specifications.

• Analyze AWS incentive frameworks and their effects on customer profit margins.

• Assist in making decisions regarding pricing, markup, and billing setups for AWS offerings, including Marketplace and consumption-based pricing models.

• Facilitate onboarding and program navigation for distributor, reseller, and MSP customers, along with deal registration and co-sell best practices.

• Develop enablement materials such as playbooks, webinars, and documentation for partners.

• Provide guidance to product and engineering teams on AWS provisioning, CUR billing data, Marketplace integration, and partner program frameworks.

• Prioritize items on the AWS-related roadmap and ensure designs align with AWS program standards.

• Identify revenue opportunities driven by AWS and assist sales with AWS-centric deals.

• Represent AppXite at AWS partner events and in joint go-to-market initiatives.

• Propel platform GMV/revenue growth, customer AWS activation, partner progression, accreditation compliance, and timely execution of AWS program updates.

⛳️ Requirements

• 5–7 years of experience in partner management, alliance management, channel sales, or business development within the cloud/SaaS sector.

• Comprehensive understanding of the AWS partner ecosystem, including APN structure, Distribution and Solution Provider programs, Marketplace, and co-selling strategies.

• Capability to discuss consumption billing, cloud economics, and margin structures with finance teams, as well as provisioning/APIs with engineers.

• Experience collaborating with or through distributors, resellers, or MSPs in a two-tier channel system.

• Proficiency in English.

• Comfortable working across various European time zones and cultures.

• Previous experience in a role at an AWS distributor, large reseller, or cloud commerce/marketplace platform is preferred.

• Familiarity with consumption business models, cloud cost data, and partner agreement frameworks is a plus.

• AWS Cloud Practitioner or Solutions Architect Associate certification is preferred, or a commitment to obtain the Cloud Practitioner certification along with AWS Partner Sales Accreditation within 3 months.

🏝️ Benefits

• Fully remote position or the option to work from the Latvia office.

• Four weeks of paid vacation each year.

• Paid public holidays.

• Employee referral program with incentives.

• Access to Microsoft certifications.

• Continuous learning opportunities tailored to the specific role.

• Collaborative and multicultural international team environment.