Hyperscaller Product Sales Specialist – Cloud & Ecosystem Solutions

AppDirect; Seattle (WA); On-site; USD 90,000 - 130,000; Full time

Job summary

AppDirect is looking for a dynamic Product Sales Specialist to accelerate growth with IT Advisors and MSPs in the cloud marketplace space. You will coach partners, co-sell with hyperscalers, and translate multi-cloud solutions for enterprise clients.

You will drive deal strategy, pricing, and CPQ activities while collaborating with regional partner teams to maximize velocity and prevent churn. This role centers on growth through trusted advisor ecosystems.

Qualifications

• 4–6 years in B2B tech channel sales, partnered with MSPs or IT advisors.
• Experience with cloud marketplace ecosystems is a plus.
• Bachelor’s degree in Business/IT or related field; related practical experience acceptable.

Responsibilities

• Activate and educate IT Advisors and MSPs on cloud catalog
• Lead co-selling motions with hyperscalers and advisors
• Translate technical multi-cloud solutions for enterprise clients
• Partner on end-user discovery to map roadmaps and workloads
• Manage pricing, CPQ, and deal registrations
• Align with AWS, Microsoft, and Google partner managers on incentives
• Deliver Quarterly Business Reviews with top advisors
• Collaborate with Product and Engineering to improve marketplace UX
• Identify upsell opportunities into adjacent tech categories

Skills

Channel Sales

Partner Management

Customer Success

Education

Bachelor's degree in Business or IT

Tools

Salesforce

HubSpot

CPQ platforms

Google Workspace

Microsoft 365

Job description

Become a digital, global citizen and enable the new generation of digital entrepreneurs around the world. AppDirect offers a subscription commerce platform to sell any product, through any channel, on any device - as a service. We power millions of subscriptions worldwide for organizations. We do this by our values-driven culture—one that enables you to Be Seen, Be Yourself, and Do Your Best Work.

About You

We are seeking a dynamic, technical, and highly strategic Product Sales Specialist to drive growth across our IT Advisor and Managed Service Provider (MSP) ecosystems. In this role, you will be the primary bridge between our trusted advisor community and the world's leading technology platforms.

You will be responsible for enabling, coaching, and co-selling with advisors to unlock massive revenue streams using the AppDirect subscription commerce platform, alongside public cloud giants: Google Cloud (GCP), Amazon Web Services (AWS), and Microsoft Azure. The ideal candidate has a unique blend of relationship-building mastery and deep cloud marketplace acumen, transforming traditional telecom and IT agents into modern Cloud Solutions Architects.

What you’ll do and how you’ll have an impact

• Ecosystem Activation: Serve as the champion for a portfolio of IT Advisors and MSPs, educating them on the full breadth of the AppDirect public cloud catalogs.
• Cloud GTM Coaching: Conduct training sessions and workshops to guide partners through cloud marketplace landscapes, co-selling motions with hyperscalers, and subscription economics.
• Technical Translation: Help traditional hardware/telecom advisors understand and confidently pitch complex multi-cloud solutions (IaaS, SaaS, and PaaS) to their enterprise clients.
• Deal Strategy & Architecture: Partner directly with advisors on end-user discovery calls to map out IT roadmaps, evaluate workloads, and recommend optimized AWS, Azure, or Google Cloud environments.
• Pricing & CPQ Management: Utilize AppDirect’s billing and quoting tools to build accurate, multi-category solutions, manage deal registrations, and structure competitive pricing models.
• Hyperscaler Alignment: Work hand-in-hand with AWS, Microsoft, and Google regional partner managers to leverage SPIFFs, incentives, and co-sell programs that accelerate deal velocity.
• Strategic Business Reviews: Deliver recurring Quarterly Business Reviews (QBRs) with top-tier advisors to track KPIs, identify whitespace opportunities, and minimize churn.
• Feedback Loop: Act as the voice of the advisor community, collaborating closely with internal Product, Operations, and Engineering teams to refine the marketplace user experience.
• Cross-Category Expansion: Actively identify upsell opportunities into adjacent tech categories, including Managed Services, Security (MSSP), and AI-driven SaaS tools.

What we’re looking for

• Experience: Minimum 4–6 years of experience in Channel Sales, Partner Management, or Customer Success within a B2B technology environment.
• Ecosystem Familiarity: Proven track record working directly with the IT Advisor/Agent community or managing MSP partner relationships.
• Cloud Marketplace Expertise: Mandatory hands‑on experience navigating at least one major Cloud Marketplace ecosystem (AWS, Microsoft Azure, or Google Cloud) and their respective partner networks (APN, MCPP, GDN).
• Education: Bachelor’s degree in Business, Information Technology, or a related field (equivalent practical experience will be heavily considered).
• Cloud Fundamentals: Solid comprehension of cloud architecture concepts (compute, storage, serverless, database migrations, and cloud security compliance).
• Certifications (Highly Preferred):
• Tools & Software: Mastery of modern CRM platforms (Salesforce or HubSpot) and collaborative business suites (Google Workspace, Microsoft 365). Familiarity with CPQ (Configure, Price, Quote) platforms is a major plus.

At AppDirect, we believe that innovation thrives in an environment that houses diversity of excellence, experience and thought. We respect each AppDirector as their own fingerprint; unique with no one alike. We foster an environment of inclusion without regard to race, religion, age, sexual orientation, or gender identity enabling AppDirectors to embrace their uniqueness to do their best work. As such, we strongly encourage applications from Indigenous peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and/or people with intersectional identities.

At AppDirect we take privacy very seriously. For more information about our use and handling of personal data from job applicants, please read our Candidate Privacy Policy. For more information of our general privacy practices, please see AppDirect Privacy Notice:

https://www.appdirect.com/about/privacy-notice

At AppDirect, AI tools may assist our recruitment team with administrative automations — always under human oversight. AI tools do not make hiring decisions or solely automated decisions about your candidacy – all decisions are made by our people. By submitting your application, you acknowledge that your information may be processed in this way. You may request access or deletion at any time by contacting [e-mail].