Hyperscaller Product Sales Specialist - Cloud & Ecosystem Solutions

Firstbase; United States; On-site; USD 90,000 - 150,000; Full time

Job summary

AppDirect is seeking a dynamic Product Sales Specialist to drive growth with IT Advisors and MSP ecosystems. You will enable, coach, and co-sell with partners to unlock revenue using the AppDirect platform alongside AWS, Azure, and Google Cloud.

The role blends relationship-building with cloud marketplace acumen, transforming traditional telecom and IT agents into capable Cloud Solutions Architects. Collaboration with product, ops, and engineering is essential.

Qualifications

• 4–6 years in Channel Sales, Partner Management or Customer Success in a B2B tech environment.
• Proven track record with IT Advisors or MSP partner relationships.
• Hands-on experience in one major Cloud Marketplace (AWS, Azure, or Google Cloud) and partner networks.
• Bachelor’s degree in Business, IT, or related field, or equivalent practical experience.
• Solid cloud fundamentals and familiarity with cloud architectures and compliance.
• Certifications such as AWS Cloud Practitioner, Azure Fundamentals, or Google Cloud Digital Leader preferred.
• CRM mastery (Salesforce or HubSpot) and collaboration suites (Google Workspace, MS 365); CPQ familiarity a plus.

Responsibilities

• Advisor & MSP Enablement: activate ecosystem and educate partners on AppDirect catalog offerings.
• Cloud GTM Coaching: run trainings and workshops on cloud marketplaces and co-selling motions.
• Technical Translation: help advisors pitch multi-cloud IaaS, SaaS, and PaaS to enterprises.
• Pipeline Generation & Co-Selling: map IT roadmaps with advisors and optimize cloud environments.
• Partner Growth & Strategy: conduct QBRs, identify whitespace, and reduce churn; coordinate with vendor teams.

Skills

Channel Sales

Partner Management

Customer Success

Cloud Marketplace

AWS

Azure

Google Cloud

CRM (Salesforce)

HubSpot

CPQ platforms

Education

Bachelor's degree

Equivalent practical experience

Tools

Salesforce

HubSpot

Google Workspace

Microsoft 365

CPQ platforms

Job description

About AppDirect

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

1. Advisor & MSP Enablement
   • 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.
2. Pipeline Generation & Co-Selling
   • 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.
3. Partner Growth & Strategy (25%)
   • 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):
  • AWS Certified Cloud Practitioner
  • Microsoft Certified: Azure Fundamentals (AZ-900)
  • Google Cloud Digital Leader
• 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].