Channel Business Development Manager- Cloud (AWS / Azure/Alibaba Cloud)

Do you enjoy building strong partner ecosystems that drive cloud growth

Are you motivated by scaling cloud consumption through hyperscaler and marketplace-led motions

Do you thrive in collaborating across partners, sales, and cloud teams to create shared success

You will join the Channel & Alliances organisation, a team focused on building and scaling high-impact partner ecosystems across leading cloud providers. The team works closely with hyperscalers, distributors, and internal sales and cloud teams to accelerate cloud adoption and recurring revenue.

As a Channel Business Development Manager Cloud, you will be responsible for driving cloud revenue growth through strategic partner ecosystems across AWS, Microsoft Azure and Alibaba Cloud. The role focuses on developing partner-led cloud opportunities, accelerating marketplace and co-sell motions, and supporting sustainable cloud consumption growth.

What you will be responsible for

Develop and execute cloud channel strategies aligned with hyperscaler partner programs and priorities

Drive partner-sourced pipeline, cloud consumption, and marketplace transactions

Identify, onboard, and enable cloud partners including MSPs, SIs, distributors, and ISVs

Manage relationships with hyperscaler partner managers and alliance stakeholders

Support partners across the sales lifecycle, including co-sell motions and deal governance

Track and report on partner performance, pipeline, and cloud business outcomes

What we need to see from you:

Experience working within cloud partner ecosystems (AWS, Azure or Alibaba Cloud)

Strong understanding of cloud consumption, pricing, and marketplace-based business models

Ability to build and manage relationships with partners and internal stakeholders

Commercial mindset with the ability to translate strategy into execution

Clear communication, negotiation, and stakeholder management skills

Comfort working in a matrixed, fast-paced environment

Nice to have

Exposure to cloud partner programs and alliance frameworks

Experience with cloud marketplaces, private offers, or co-sell models

Familiarity with cloud workloads such as migration, data, AI, security, or DevOps

What we offer

Opportunity to work closely with leading cloud providers and partner ecosystems

A collaborative and inclusive team environment

Learning and development opportunities in cloud and partner management

Competitive compensation and regional benefits

SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you'll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global.