<h2><strong>Company Overview</strong></h2> <p>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.</p> <p>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.</p> <h2><strong>Position Overview</strong></h2> <p>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.</p> <p>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.</p> <h2><strong>Key Responsibilities</strong></h2> <ul> <li>Recruit, onboard, and activate new channel partners, and build the relationships that turn a signed agreement into a partner actively selling Archera.</li> <li>Generate partner-sourced and partner-influenced pipeline, and carry opportunities through to close alongside Archera's Sales team.</li> <li>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.</li> <li>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.</li> <li>Pitch Archera to partner and customer executives up to the C-suite, and speak credibly about Reserved Instances, Savings Plans, and commitment strategy.</li> <li>Keep pipeline, partner activity, and forecasts accurate in Salesforce, and report partner performance against pipeline and revenue goals.</li> <li>Represent Archera at partner, hyperscaler, and industry events, and work with Marketing on joint events, case studies, and co-marketing.</li> </ul> <h2><strong>Qualifications</strong></h2> <ul> <li>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.</li> <li>A track record of building a channel from the ground up — recruiting partners, enabling them, and turning them into measurable sourced pipeline and revenue.</li> <li>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.</li> <li>Working knowledge of cloud economics and FinOps, including Reserved Instances, Savings Plans, and how commitments shape a customer's cloud bill.</li> <li>Confidence presenting to and pitching C-suite executives, and the range to move between a technical conversation and a business one.</li> <li>The ability to own a partner portfolio independently: setting priorities, running partner cadences, and keeping Salesforce current.</li> <li>AWS, Azure, or Google Cloud certifications, or a FinOps Foundation certification.</li> <li>Familiarity with AWS Partner Central and ACE, or the equivalent co-sell programs at Microsoft or Google Cloud.</li> <li>Existing relationships with resellers, distributors, or AWS, Microsoft, or Google Cloud field and partner teams.</li> </ul> <h3><strong>Nice-to-Haves</strong></h3> <ul> <li>Experience at a distributor or with distribution and reseller mechanics, such as AWS Channel Partner Private Offers (CPPO) or Microsoft CSP.</li> </ul> <h2><strong>Benefits</strong></h2> <ul> <li>Competitive salary and equity package</li> <li>Comprehensive medical, dental, and vision coverage</li> <li>401(k) plan</li> <li>Flexible PTO and company holidays</li> <li>Remote-first culture</li> <li>Opportunity to shape and scale a category-defining FinTech platform</li> </ul>