Position OverviewAs a Partner Development Manager, you will build and grow a book of channel partners who bring Archera to their customers. Reporting to the Director of Partner Development, you will recruit new partners - distributors, resellers, MSPs, systems integrators, and cloud consultancies - turn them into active, selling partners, and work alongside AWS, Microsoft, and Google Cloud field teams to generate partner-sourced pipeline and revenue.
This is a build role. You will not inherit an existing book; you will source your own partners and your own pipeline, with a Business Development Manager supporting partner recruiting and close partnership from Archera's Sales, Field Engineering, Marketing, and Partner Operations teams.
Key Responsibilities- Recruit, onboard, and activate new channel partners, and build the relationships that turn a signed agreement into a partner actively selling Archera.
- Generate partner-sourced and partner-influenced pipeline, and carry opportunities through to close alongside Archera's Sales team.
- Build and run 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: train partner sales and FinOps teams on Archera's Guaranteed Commitments and FinOps platform, and deliver the presentations and demos that make partners confident selling Archera.
- Pitch Archera to partner and customer executives up to the C-suite, and speak credibly about Reserved Instances, Savings Plans, and commitment strategy.
- Keep pipeline, partner activity, and forecasts accurate 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.
Qualifications- 7+ years in partner development, channel sales, strategic alliances, or business development within cloud, SaaS, or cloud services. Backgrounds that fit: partner or channel manager at a distributor, a FinOps or cloud cost optimization provider, a cloud consultancy or MSP, or a hyperscaler partner organization.
- A track record of building a channel from the ground up - recruiting partners, enabling them, and turning them into measurable sourced pipeline and revenue.
- Deep 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 shape a customer's cloud bill.
- Confidence presenting to and pitching C-suite executives, and the range to move between a technical conversation and a business one.
- The ability to own a partner portfolio independently: setting priorities, running partner cadences, and keeping Salesforce current.
- AWS, Azure, or Google Cloud certifications, or a FinOps Foundation certification.
- Familiarity with AWS Partner Central and ACE, or the equivalent co-sell programs at Microsoft or Google Cloud.
- Existing relationships with resellers, distributors, or AWS, Microsoft, or Google Cloud field and partner teams.
Nice-to-Haves- Experience at a distributor or with distribution and reseller mechanics, such as AWS Channel Partner Private Offers (CPPO) or Microsoft CSP.
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
