As a Cloud Alliance Manager – AWS, you will Own AppXite's AWS relationship end-to-end: the AWS Distribution Program and Solution Provider Program mechanics, AWS Marketplace and co-sell motions, incentive and margin economics, and the enablement of AppXite's distributor and reseller customers selling AWS through the platform. Act as the internal AWS authority - the person product, engineering, finance, and customer-facing teams go to for anything AWS channel-related.
Key responsibilities:
Vendor alliance & program management:
- Serve as primary contact for AWS partner development managers and distributor counterparts (Nordics/Baltics/EU).
- Own AppXite's standing in the AWS Partner Network: partner path progression, accreditation counts, program compliance, and annual re-validation.
- Track and interpret AWS channel program changes (2026 Solution Provider / Distribution / MSP updates, incentive restructuring, deal registration and billing capabilities) and translate them into platform and commercial requirements.
Commercial & incentive economics:
- Model AWS incentive structures (Base Benefit, New Customer Incentive, program discounts) and their flow-through to AppXite customers' margins.
- Support pricing, markup, and billing configuration decisions for AWS offers on the platform, including Marketplace and consumption-based models.
Channel enablement:
- Enable AppXite's distributor, reseller, and MSP customers to build and scale AWS practices: onboarding, program navigation, deal registration, and co-sell (ACE) hygiene.
- Build repeatable enablement assets: playbooks, webinars, and partner-facing documentation.
Product & platform liaison:
- Act as domain expert for product and engineering on AWS provisioning, billing data (CUR), Marketplace integration, and partner program logic.
- Prioritize AWS-related roadmap items with product management; validate designs against AWS program reality.
Go-to-market & growth:
- Identify AWS-driven revenue opportunities across the existing customer base and in new-logo pursuits; support sales in AWS-anchored deals.
- Represent AppXite at AWS partner events and in joint go-to-market activities.
Success measures (first 12 months):
- AWS-attributable platform GMV/revenue growth across the customer base.
- Number of AppXite customers actively transacting AWS via the platform (activation rate).
- AppXite partner path stage maintained or advanced; accreditation requirements met.
- Program change lead time: AWS program updates translated into platform requirements before effective dates.
Requirements:
Must have:
- 5–7 years in partner management, alliance management, channel sales, or business development in cloud/SaaS.
- In-depth knowledge of the AWS partner ecosystem: APN structure, Distribution and Solution Provider programs, Marketplace, and co-sell.
- Demonstrated technical-commercial mix: able to discuss consumption billing, cloud economics, and margin structures with finance, and provisioning/APIs with engineers - without owning either domain.
- Experience working with or through distributors, resellers, or MSPs (two-tier channel).
- Fluent English; comfortable operating across European time zones and cultures.
Strongly preferred:
- Prior role at an AWS distributor, large reseller, or cloud commerce/marketplace platform.
- Experience with consumption business models, cloud cost data, and partner agreement constructs.
- AWS Cloud Practitioner or Solutions Architect Associate certification - or commitment to obtain Cloud Practitioner plus AWS Partner Sales Accreditation within 3 months; both contribute to AppXite's partner path requirements.
Why join AppXite:
- Remote-First Flexibility: Enjoy the freedom of a fully remote role, or choose to work from our Latvia office.
- Work With Global Tech Leaders: Collaborate on solutions used by some of the biggest names in the industry, including Adobe, AWS, Cisco, Google, IBM, Microsoft, Lenovo, and Liquid. Your work will help shape how these companies deliver services across the globe.
- Skilled, International Team: Work alongside experienced professionals in a collaborative, multicultural environment. We value technical excellence, clear communication, and mutual support.
- Professional Development: Advance your skills with access to Microsoft certifications and continuous learning opportunities tailored to your role.
- Time to Recharge: Enjoy four weeks of paid vacation per year, plus paid public holidays.
- Referral Rewards: Help us grow our team - our employee referral program recognizes and rewards your contributions.
AppXite is a digital marketplace, CPQ and Billing platform for Telco, SaaS, Cloud and AI services enabling partners to build and monetize as-a-services offerings with flexible pricing models like Pay-Go, peak usage, reservations, pay per token, per outcome delivered or AI compute. Platform capabilities include pre-built vendor and catalog integrations with Microsoft, Google, AWS, Adobe, VMware and other worlds largest vendors.
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