Partner Development Manager

United StatesRemoteFull-timemid

Development ManagerConstruction & Real Estate

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Quick Summary

Requirements Summary

At least seven years of experience in partner development, channel sales, strategic alliances, or business development within cloud technology, SaaS, or cloud services.

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Development ManagerConstruction & Real Estate

We are looking for a strategic, entrepreneurial partner development professional to build and scale a channel partner ecosystem within the cloud technology and FinTech sectors. In this remote role, you will recruit new partners, activate their sales capabilities, and develop relationships that generate measurable pipeline and revenue. You will collaborate closely with leading cloud provider teams, including AWS, Microsoft Azure, and Google Cloud, to drive joint go-to-market initiatives and co-selling opportunities. This is a hands-on, build-from-the-ground-up position where you will own partner recruitment, enablement, and growth rather than inherit an established portfolio. You will educate partners on cloud financial management solutions, deliver compelling presentations, and engage stakeholders from technical teams to C-suite executives. The role offers an opportunity to shape a growing partner ecosystem and help organizations improve cloud spending, financial predictability, and operational agility.

Recruit, onboard, and activate new channel partners, including distributors, resellers, managed service providers (MSPs), systems integrators, and cloud consultancies.
Build and manage partner relationships, turning signed agreements into active partnerships that consistently generate business opportunities.
Develop partner-sourced and partner-influenced sales pipelines, collaborating with internal sales teams to advance opportunities and close deals.
Create and execute joint go-to-market strategies with channel partners and hyperscaler field teams, including co-selling initiatives and marketplace offers across AWS, Microsoft Azure, and Google Cloud.
Lead partner enablement activities by training partner sales and FinOps teams on cloud commitment solutions and financial operations platforms.
Deliver engaging presentations, product demonstrations, and executive-level pitches that help partners confidently communicate the value of cloud cost optimization solutions.
Explain cloud economics, Reserved Instances, Savings Plans, and commitment strategies to technical and business audiences.
Maintain accurate partner activity records, sales pipelines, and forecasts in Salesforce, tracking performance against pipeline and revenue targets.
Represent the organization at partner meetings, cloud provider events, and industry conferences.
Collaborate with Marketing on joint events, case studies, and co-marketing campaigns that increase awareness and support partner growth.
Establish partner engagement rhythms, prioritize opportunities, and independently manage the development and performance of the assigned partner portfolio.

Requirements

~2 min read

At least seven years of experience in partner development, channel sales, strategic alliances, or business development within cloud technology, SaaS, or cloud services.
Demonstrated success building a channel partner ecosystem from the ground up, including partner recruitment, enablement, pipeline development, and revenue generation.
Hands-on experience with at least one major cloud provider ecosystem: AWS, Microsoft Azure, or Google Cloud.
Strong understanding of cloud partner programs, co-selling strategies, marketplace opportunities, and partner-led sales models.
Working knowledge of cloud economics and FinOps, including Reserved Instances, Savings Plans, and the impact of cloud commitments on customer costs.
Confidence presenting to senior executives and C-suite stakeholders, with the ability to communicate effectively across technical and commercial discussions.
Strong relationship-building, negotiation, communication, and presentation skills.
Ability to work independently, prioritize partner opportunities, maintain structured engagement plans, and manage sales activity and forecasts in Salesforce.
Relevant certifications in AWS, Microsoft Azure, Google Cloud, or the FinOps Foundation.
Familiarity with AWS Partner Central and ACE, or equivalent partner co-selling programs offered by Microsoft or Google Cloud.
Existing relationships with resellers, distributors, or cloud provider field and partner teams.
Preferred: Experience working for a distributor or with distribution and reseller models, including AWS Channel Partner Private Offers (CPPO) or Microsoft Cloud Solution Provider (CSP) programs.