Partner Development Manager

Archera

. Recruit, onboard, and activate new channel partners .

Posted 10/19/2026full-timeRemote • Washington • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in partner development and channel sales within cloud services, with a strong focus on building relationships and enabling partners to drive measurable revenue. Proficient in cloud economics and FinOps, capable of engaging with C-suite executives and managing partner portfolios effectively.

Highest-signal resume keywords

Partner DevelopmentChannel SalesCloud EconomicsFinOpsC-Suite Presentations

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner RecruitmentPipeline ManagementSalesforceCo-Sell MotionsMarketplace OffersReserved InstancesSavings PlansPartner EnablementGo-To-Market PlansCloud Services

Soft Skills

Relationship BuildingPresentation SkillsCommunication SkillsStrategic ThinkingIndependent Ownership

Tools & Technologies

AWS Partner CentralACESalesforceFinOps Platform

Certifications & Qualifications

AWS CertificationAzure CertificationGoogle Cloud CertificationFinOps Foundation Certification

Industry Keywords

Cloud ServicesSaaSStrategic AlliancesChannel PartnerDistributor Mechanics

Tech Stack

Tools & technologies

AWSAzureCloud

About the role

Key responsibilities & impact

Recruit, onboard, and activate new channel partners
Build relationships that turn signed agreements into active partner selling
Generate partner-sourced and partner-influenced pipeline and carry opportunities through to close alongside Sales
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 by training partner sales and FinOps teams on Archera's Guaranteed Commitments and Finops platform
Deliver presentations and demos that enable partners to sell Archera
Pitch Archera to partner and customer executives up to the C-suite
Discuss Reserved Instances, Savings Plans, and commitment strategy
Maintain accurate pipeline, partner activity, and forecasts in Salesforce
Report partner performance against pipeline and revenue goals
Represent Archera at partner, hyperscaler, and industry events
Work with Marketing on joint events, case studies, and co-marketing

Requirements

What you’ll need

7+ years in partner development, channel sales, strategic alliances, or business development within cloud, SaaS, or cloud services
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 ability to move between technical and business conversations
Ability to own a partner portfolio independently, set priorities, run partner cadences, and keep Salesforce current
AWS, Azure, or Google Cloud certifications, or a FinOps Foundation certification
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
Nice to have: experience at a distributor or with distribution and reseller mechanics, such as AWS Channel Partner Private Offers (CPPO) or Microsoft CSP

Benefits

Comp & perks

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