Archera - Partner Development Manager
Requirements
• 7+ years in partner development, channel sales, strategic alliances, or business development within cloud, SaaS, or cloud services. Backgrounds that fit: partner or channel manager at a distributor, a FinOps or cloud cost optimization provider, a cloud consultancy or MSP, or a hyperscaler partner organization. • A track record of building a channel from the ground up — recruiting partners, enabling them, and turning them into measurable sourced pipeline and revenue. • Deep hands-on experience with at least one hyperscaler partner ecosystem (AWS, Microsoft Azure, or Google Cloud), including partner programs, co-sell motions, and marketplace. • Working knowledge of cloud economics and FinOps, including Reserved Instances, Savings Plans, and how commitments shape a customer's cloud bill. • Confidence presenting to and pitching C-suite executives, and the range to move between a technical conversation and a business one. • The ability to own a partner portfolio independently: setting priorities, running partner cadences, and keeping Salesforce current. • AWS, Azure, or Google Cloud certifications, or a FinOps Foundation certification. • Familiarity with AWS Partner Central and ACE, or the equivalent co-sell programs at Microsoft or Google Cloud. • Existing relationships with resellers, distributors, or AWS, Microsoft, or Google Cloud field and partner teams. • Nice-to-Haves • Nice-to-Haves • Experience at a distributor or with distribution and reseller mechanics, such as AWS Channel Partner Private Offers (CPPO) or Microsoft CSP.
Responsibilities
• Recruit, onboard, and activate new channel partners, and build the relationships that turn a signed agreement into a partner actively selling Archera. • Generate partner-sourced and partner-influenced pipeline, and carry opportunities through to close alongside Archera's Sales team. • Build and run joint go-to-market plans with partners and hyperscaler field teams, including co-sell motions and marketplace offers across AWS, Microsoft, and Google Cloud. • Lead partner enablement: train partner sales and FinOps teams on Archera's Guaranteed Commitments and FinOps platform, and deliver the presentations and demos that make partners confident selling Archera. • Pitch Archera to partner and customer executives up to the C-suite, and speak credibly about Reserved Instances, Savings Plans, and commitment strategy. • Keep pipeline, partner activity, and forecasts accurate in Salesforce, and report partner performance against pipeline and revenue goals. • Represent Archera at partner, hyperscaler, and industry events, and work with Marketing on joint events, case studies, and co-marketing.
Benefits
• Competitive salary and equity package • Comprehensive medical, dental, and vision coverage • Flexible PTO and company holidays • Remote-first culture • Opportunity to shape and scale a category-defining FinTech platform
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