What You'll Do
Lead and expand partnerships with major cloud providers—AWS, GCP, and Azure—by securing marketplace listings and activating co-sell opportunities. You'll build structured engagement models that turn informal connections with Cloud Solution Architects into a consistent flow of qualified leads.
Design and launch a partner framework for cloud-native systems integrators and consultancies, including incentive models, co-delivery processes, and enablement strategies. Your work will directly influence deal acceleration and help bring in new customer logos through partner channels.
Track and grow the revenue impact of partnerships, measured by annual recurring revenue contributions. Use insights from partners to inform product direction, pricing, and competitive positioning. Stay ahead of market shifts and counter competitive threats by proactively shaping go-to-market strategies.
Develop documented relationships with solution architects in key regions—particularly the US East Coast, UK, Netherlands, and DACH—ensuring a steady stream of qualified introductions through trusted networks.
Requirements
- Minimum of five years in partnerships, alliances, or business development within a developer tools, observability, or cloud-native infrastructure environment
- Existing relationships with field teams at AWS, GCP, or Azure
- Proven success in launching or scaling co-sell programs with hyperscalers—from initial listing to active deal generation
- Experience designing partner programs for systems integrators or consultancies, including tiering, incentives, and technical enablement
- Demonstrated ability to drive partner-sourced or partner-influenced revenue
- Self-starter with a builder mindset—comfortable creating strategy and process in ambiguous environments
Preferred Qualifications
- Background in observability, application performance monitoring (APM), or DevSecOps
- Familiarity with OpenTelemetry or Prometheus ecosystems
- Active involvement in CNCF communities
- International experience across US and European markets
Benefits
- Competitive salary and meaningful equity participation
- Remote-first culture with office access in New York, Amsterdam, and Munich
- €60 monthly allowance for phone and internet
- Location-specific benefits tailored to your region
- Collaborative, fast-paced environment driven by innovation and transparency
- Direct engagement with founders and leadership
- Clear pathways for professional growth and development
