Partner Development Manager
About The Position
Archera empowers organizations to optimize cloud costs through short-term, insured commitments and FinOps solutions. The Partner Development Manager will build and grow a portfolio of channel partners that bring Archera to their customers. Reporting to the Director of Partner Development, this person will recruit distributors, resellers, MSPs, systems integrators, and cloud consultancies, then develop them into active selling partners. The role also works with AWS, Microsoft, and Google Cloud field teams to generate partner-sourced pipeline and revenue. This is a build role with no inherited partner book. The manager will source partners and pipeline, supported by a Business Development Manager and teams across Sales, Field Engineering, Marketing, and Partner Operations.
Requirements
- At least 7 years of experience in partner development, channel sales, strategic alliances, or business development within cloud, SaaS, or cloud services.
- A track record of building a channel from the ground up by recruiting and enabling partners and generating measurable sourced pipeline and revenue.
- 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 affect a customer's cloud bill.
- Confidence presenting to and pitching C-suite executives, with the ability to move between technical and business discussions.
- Ability to independently own a partner portfolio, set priorities, run partner cadences, and keep Salesforce current.
- AWS, Azure, or Google Cloud certifications, or a FinOps Foundation certification.
Nice To Haves
- Familiarity with AWS Partner Central and ACE, or equivalent co-sell programs at Microsoft or Google Cloud.
- Existing relationships with resellers, distributors, or AWS, Microsoft, or Google Cloud field and partner teams.
- 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 channel partners, building relationships that turn signed agreements into active sales.
- Generate partner-sourced and partner-influenced pipeline, and carry opportunities through to close alongside Archera's Sales team.
- Build and execute 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 by training partner sales and FinOps teams on Archera's Guaranteed Commitments and FinOps platform, and delivering presentations and demos.
- Pitch Archera to partner and customer executives, including C-suite audiences, and discuss Reserved Instances, Savings Plans, and commitment strategy.
- Maintain accurate pipeline, partner activity, and forecasts 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
- 401(k) plan
- Flexible PTO and company holidays
- Remote-first culture
- Opportunity to shape and scale a category-defining FinTech platform
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
