Partner Development Manager

Jobgether; United States; Remote; USD 120,000 - 170,000; Full time

Benefits offered by this job

Competitive compensation

Medical, dental, vision insurance

401(k)

Remote-first environment

Equity potential

Job summary

Jobgether is seeking a Partner Development Manager in the United States to build and scale a channel partner ecosystem in cloud tech and FinTech. You will recruit partners, enable their sales teams, and drive co-selling with AWS, Azure, and Google Cloud.

You will develop partner-backed pipelines, train partner sales and FinOps teams, and deliver executive-level engagements to grow revenue and cloud cost optimization adoption.

Qualifications

• 7+ years in partner development, channel sales, or strategic alliances in cloud or SaaS.
• Proven ability to build a channel ecosystem from scratch including recruitment and enablement.
• Hands-on experience with at least one major cloud provider ecosystem and partner programs.

Responsibilities

• Recruit, onboard, and activate new channel partners across distributors, MSPs, and SI partners.
• Build and manage partner relationships, turning agreements into active, revenue-generating partnerships.
• Develop partner-sourced and partner-influenced sales pipelines with internal sales teams.
• Create and execute joint go-to-market strategies with hyperscalers (AWS, Azure, Google Cloud).
• Lead partner enablement via training on cloud commitment solutions and FinOps platforms.
• Deliver executive-level presentations and product demos to communicate value of cloud cost optimization.
• Maintain partner records, pipelines, and forecasts in Salesforce; report on progress vs. targets.

Skills

Partner recruitment

Channel sales

Strategic alliances

Executive communication

Sales enablement

Education

Bachelor's degree in Business, IT, or related field

Cloud certifications (AWS/Azure/Google Cloud) or FinOps Foundation

Tools

Salesforce

AWS Partner Central

Azure Partner Center

Google Cloud Partner Center

Job description

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Partner Development Manager based in the United States.

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.

Accountabilities

• 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

• 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.

Benefits

• Competitive salary and equity package.
• Comprehensive medical, dental, and vision insurance coverage.
• 401(k) retirement plan.
• Flexible paid time off and company holidays.
• Remote-first working environment.
• Opportunity to help shape and scale an innovative FinTech platform focused on cloud cost optimization.
• Collaborative work with channel partners and leading cloud provider ecosystems.

How Jobgether Works

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

Why Apply Through Jobgether?

Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.