Partner Development Manager

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

📋 Description

• Recruit, onboard, and activate new channel partners.

• Cultivate relationships that transform signed agreements into active partner sales.

• Generate pipeline sourced by and influenced by partners, guiding opportunities to closure alongside the Sales team.

• Develop and execute joint go-to-market strategies with partners and hyperscaler field teams, including co-selling initiatives and marketplace offerings across AWS, Microsoft, and Google Cloud.

• Lead partner training efforts by educating partner sales and FinOps teams on Archera's Guaranteed Commitments and FinOps platform.

• Deliver engaging presentations and demonstrations that empower partners to effectively sell Archera.

• Present Archera to partner and customer executives, including C-suite level stakeholders.

• Discuss strategies related to Reserved Instances, Savings Plans, and commitment approaches.

• Maintain precise records of pipeline, partner activities, and forecasts within Salesforce.

• Report on partner performance in relation to pipeline and revenue objectives.

• Represent Archera at partner, hyperscaler, and industry events.

• Collaborate with Marketing on joint events, case studies, and co-marketing initiatives.

⛳️ Requirements

• Over 7 years of experience in partner development, channel sales, strategic alliances, or business development within the cloud, SaaS, or cloud services sectors.

• Proven history of establishing a channel from scratch, recruiting partners, enabling them, and converting them into measurable sourced pipeline and revenue.

• Extensive hands-on experience with at least one hyperscaler partner ecosystem (AWS, Microsoft Azure, or Google Cloud), including partner programs, co-selling initiatives, and marketplace integrations.

• Solid understanding of cloud economics and FinOps, encompassing Reserved Instances, Savings Plans, and how commitments influence a customer’s cloud expenses.

• Confidence in presenting to and pitching C-suite executives, with the ability to navigate between technical and business discussions.

• Capability to independently manage a partner portfolio, prioritize tasks, facilitate partner meetings, and maintain up-to-date records in Salesforce.

• Possession of AWS, Azure, or Google Cloud certifications, or a FinOps Foundation certification.

• Familiarity with AWS Partner Central and ACE, or similar co-selling programs at Microsoft or Google Cloud.

• Existing connections with resellers, distributors, or field and partner teams from AWS, Microsoft, or Google Cloud.

• Preferred: experience in a distributor role or familiarity with distribution and reseller dynamics, such as AWS Channel Partner Private Offers (CPPO) or Microsoft CSP.

🏝️ Benefits

• Competitive salary and equity package.

• Comprehensive medical, dental, and vision coverage.

• 401(k) plan.

• Flexible PTO and company holidays.

• Remote-first culture.

• Opportunity to influence and expand a category-defining FinTech platform.