Partner Development Manager
Archera · Remote
Company Overview
Archera empowers organizations of all sizes to optimize their cloud costs through unique, short-term, insured commitments. Hundreds of customers rely on Archera's innovative FinTech solutions to increase their cloud ROI while accelerating revenue objectives and service agility.
Archera's unique cloud rate insurance products and free FinOps platform enable teams to accurately predict and plan infrastructure growth, maximize commitment-based savings, and hedge against market demands and evolving cloud service provider offerings. Archera works closely with AWS, Microsoft Azure, and Google Cloud, along with a broad partner ecosystem, to help customers execute financially prudent cloud strategies.
Position Overview
As 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