Associate Channel Manager, AWS

SmartBear; Somerville (MA); On-site; USD 105,000 - 110,000; Full time

Benefits offered by this job

Birthday off

Hybrid work options

Inclusive culture

Job summary

SmartBear is seeking an Associate Channel Manager, AWS to drive AWS Marketplace pipeline growth and partner collaboration. You will partner with Account Executives, AWS teams, and partners to advance opportunities and coordinate referrals and funding programs.

The role requires 1–3 years in a channel-focused sales or partnerships role, strong communication, relationship-building, and CRM reporting skills. AWS ecosystem experience is highly preferred.

Qualifications

• 1–3 years of experience in a Channel focused Sales, Business Development, Account Management, Customer Success, Partnerships, Alliances, or Program Management role.
• AWS ecosystem experience is strongly preferred.
• Strong communication, presentation, and relationship-building skills.
• Ability to influence cross-functional teams without direct authority.
• Excellent organization, prioritization, and project management skills.
• Analytical mindset with Salesforce or CRM reporting experience.
• A growth mindset, curiosity and passion for learning.

Responsibilities

• Drive AWS Marketplace pipeline growth through co-sell engagement and partner collaboration.
• Build trusted relationships with AWS and internal stakeholders to accelerate strategic opportunities.
• Develop expertise in AWS Marketplace programs while launching a career in cloud partnerships.
• Partner with Account Executives, Sales Directors, and AWS teams to drive AWS Marketplace pipeline.
• Build relationships with AWS Partner Development Managers, Account Managers, and Solution Architects.
• Coordinate AWS ACE referrals, funding programs, and joint customer engagements.
• Manage multiple opportunities across internal and external stakeholders.
• Provide reporting and insights on pipeline health and opportunity progression.
• Enable sellers with AWS resources and best practices while expanding AWS expertise.

Skills

Channel sales

Partnerships

Salesforce/CRM

Communication

Relationship-building

Job description

SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.

SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place. Learn more at www.smartbear.com, or follow us on LinkedIn, X, and Reddit.

At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Associate Channel Manager, AWS

• Drive AWS Marketplace pipeline growth through co-sell engagement and partner collaboration.
• Build trusted relationships with AWS and internal stakeholders to accelerate strategic opportunities.
• Develop expertise in AWS Marketplace programs while launching a career in cloud partnerships.

About the Role

• Partner with Account Executives, Sales Directors, and AWS teams to drive AWS Marketplace pipeline.
• Build relationships with AWS Partner Development Managers, Account Managers, and Solution Architects.
• Coordinate AWS ACE referrals, funding programs, and joint customer engagements.
• Manage multiple opportunities across internal and external stakeholders.
• Provide reporting and insights on pipeline health and opportunity progression.
• Enable sellers with AWS resources and best practices while expanding AWS expertise.

We are looking for you if you have

• 1–3 years of experience in a Channel focused Sales, Business Development, Account Management, Customer Success, Partnerships, Alliances, or Program Management role.
• AWS ecosystem experience is strongly preferred.
• Strong communication, presentation, and relationship-building skills.
• Ability to influence cross-functional teams without direct authority.
• Excellent organization, prioritization, and project management skills.
• Analytical mindset with Salesforce or CRM reporting experience.
• A growth mindset, curiosity and passion for learning.

Why you should join the SmartBear crew

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including SD Times, DeveloperWeek’s Devies Award, the AI Breakthrough Award, and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

At SmartBear, we believe transparency in pay is part of how we build trust— with our employees, candidates, and community. Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact.

We encourage candidates to view compensation as part of their total rewards experience at SmartBear. This includes performance-based bonuses for eligible roles, a generous benefits package that supports employees’ health and well-being, and promotes work-life balance through flexible time off and hybrid work options. You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.

Your SmartBear total rewards compensation package includes base salary and may also include a commission. TheAnnual Cash Compensation (Base + On-Target Commission) range for this role is listed below. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.

Estimated Annual Cash Compensation (Base + On-Target Commission):

$105,000-$110,000 USD