Cloud Alliance Manager – AWS
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, an