Partner Business Development & Sales Manager (m/f/d)

Job Description

As a

Partner Business Development & Sales Manager (m/f/d), you will further expand our partner business within the AWS ecosystem. Your focus will be on Co-Sell with AWS and building a curated technology partner portfolio, especially with ISVs whose solutions we resell and operate as a managed service.

You will develop partner relationships into a strategic growth channel, generate qualified pipeline, and accompany AWS and partner-generated opportunities from first contact to closing.

Your work location is Hamburg or Hanover. Hybrid working and remote work within Germany are possible. At the same time, we value regular in-person collaboration within the team, which is why a corresponding presence at one of our locations is part of it. You will also need to be willing to travel approximately 20-30% for customer and partner appointments.

Your Tasks

• You build strong relationships with AWS, particularly with sales teams and Partner Development Managers, as well as with the sales teams of our existing partners.
• You identify and qualify AWS and partner-generated opportunities and are responsible for them until closing.
• You build a curated portfolio of three to five technology partners, e.g., from Security and Observability.
• You manage selection, partner contracts, certifications, partner tiers, deal registrations, and margin models.
• You resell ISV solutions, including via AWS Marketplace and Channel Partner Private Offers.
• You develop operational offerings from partner solutions with our Managed Services team, so that licenses also generate recurring service revenue.
• You utilize partner channels, joint account plans, campaigns, and co-selling activities to develop qualified pipeline.
• You work closely with our Alliance Manager, Sales, Pre-Sales, Marketing, Managed Services, and Delivery, ensuring transparent pipeline management and reliable forecasts.

Job Requirements

This is what you should bring:

• 5 - 8 years of experience in Partner Sales, Channel Sales, Alliance Management, or Business Development in the cloud or IT environment.
• Demonstrable experience with the AWS ecosystem and AWS partner programs, e.g., Co-Sell via ACE, AWS Marketplace, or funding programs.
• Experience with ISV partner programs and reseller models, including deal registration, partner tiers, commercial models, and margins.
• Understanding of how recurring service revenue can be generated from partner solutions, licenses, and projects.
• Commercially driven, self-reliant, and structured way of working with a focus on net-new business and qualified pipeline.
• Proficiency in using CRM, pipeline management, forecasting, as well as internal and external stakeholders.
• Fluent German and English skills and willingness to travel approx. 20-30%.

This would be nice, but is not a must:

• Experience with a distributor, in the partner team of an ISV, with an AWS partner, or a specialized reseller.
• Practical experience with Channel Partner Private Offers in the AWS Marketplace.
• Background or good understanding in Cloud Security, Observability, Managed Services, or Cloud Operations.
• Network of software manufacturers, AWS contacts, or technology partners in the DACH region.