Build and grow Archera’s channel partner ecosystem by recruiting, onboarding, and activating distributors, resellers, MSPs, systems integrators, and cloud consultancies. Generate partner-sourced pipeline and revenue, lead joint go-to-market and hyperscaler co-sell motions, deliver partner enablement, present to executives, maintain Salesforce forecasts, and support events and co-marketing. The role requires strong cloud economics and FinOps knowledge, hyperscaler ecosystem experience, and the ability to build a partner channel from the ground up.
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 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.
- 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.
- Experience at a distributor or with distribution and reseller mechanics, such as AWS Channel Partner Private Offers (CPPO) or Microsoft CSP.
- 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
Similar Jobs
Artificial Intelligence • Enterprise Web • Information Technology • Productivity • Sales • Software • Database
Own Apollo.io’s partner activation motion across a 40–60-partner portfolio. Source and qualify agencies, consultancies, and solution providers; guide them through certification, onboarding, enablement, and first activation. Build partner offers and referral motions, manage activation plans and pipeline cadence, recommend graduation or nurture paths, and collaborate with Partner Operations and Partner Marketing. The role also involves developing scalable partner-program playbooks and qualification frameworks.
Top Skills:
AIApollo.IoAutomationCrossbeamHubspotPartnerstackSalesforce
Cloud • Software
Manage and grow revenue through Megaport’s national reseller partner ecosystem across North America. Build relationships with partner sales, product, and leadership teams; coordinate joint sales opportunities, go-to-market strategies, marketing, and enablement initiatives. Onboard new partners, guide them through engagement stages, monitor performance, and increase partner engagement, pipeline, and revenue contribution.
Top Skills:
Cloud NetworkingNetwork As A Service (Naas)Telecommunications Networks
Software • Quantum Computing • Metaverse • Infrastructure as a Service (IaaS)
Lead Microsoft’s strategic relationship with a global systems integrator, developing joint business plans, go-to-market and co-sell strategies, pipeline, account activation, and executive engagement. Drive partner sales performance, cloud consumption, customer transformation opportunities, and complex deal execution. Coordinate Microsoft and partner sales, technical, industry, and delivery stakeholders, resolve escalations, remove execution blockers, and influence partner innovation and commercial outcomes.
Top Skills:
Microsoft CloudMicrosoft Marketplace
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
