Director - Cloud Marketplace & Alliances

Role: Your Impact and Ownership

Own and grow AWS and Microsoft Azure marketplace relationships, driving a USD 1M revenue goal by December 2027.

Key Responsibilities at this Role

- Revenue: Deliver USD 1M marketplace/co-sell revenue by Dec 2027.

- Pipeline: Build a healthy, forecastable AWS + Azure pipeline and consistently progress registered opportunities.

- Partner Growth: Strengthen AWS ISV Accelerate and Microsoft Azure Co-sell relationships through regular QBRs and joint GTM plans.

- Marketplace Execution: Drive deal registrations, private offers, co-sell referrals, and MACC/committed-spend motions.

- Operations: Build strong CRM hygiene, reporting, processes, and a 1 - 2 person marketplace/alliances team.

Skill: The Expertise Required

Must-Haves for this Role

- 8 - 12+ years in Enterprise SaaS, including 4 - 5+ years in AWS/Azure cloud marketplace, alliances, or co-sell.

- Proven experience building/running marketplace or co-sell channels in a growth-stage SaaS company.

- Hands-on with AWS ISV Accelerate, Marketplace, Private Offers, ACE and Azure Marketplace, Partner Center, Co-sell.

- Knowledge of MDF/co-op, marketplace fees, co-sell incentives, ISV tiers, and MACC.

- Proven quota/revenue ownership and experience managing a small team (1 - 3).

Extra Information

- Revenue-focused: Structured, metrics-driven, and able to turn partnerships into predictable revenue.

- Strong AWS/Microsoft partner relationships.

- Experience with Atlassian, GitHub, or Azure DevOps Marketplace.

- HR Tech / Workforce Analytics / Enterprise SaaS background.

- Experience with AWS ACE, Partner Center, Crossbeam, Workspan, HubSpot.