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AppXite is seeking a Cloud Alliance Manager – AWS to own the company's end-to-end AWS relationship, including the AWS Distribution Program, Solution Provider Program mechanics, AWS Marketplace and co-sell motions, incentive economics, and enablement of AppXite's distributor and reseller customers. You will serve as the internal AWS authority across product, engineering, finance, and customer-facing teams.
Key responsibilities include:
**Vendor Alliance & Program Management:** Serve as the primary contact for AWS partner development managers and distributor counterparts across the Nordics, Baltics, and EU. Own AppXite's standing in the AWS Partner Network, including partner path progression, accreditation counts, program compliance, and annual re-validation. Track and interpret AWS channel program changes (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 through onboarding, program navigation, deal registration, and co-sell (ACE) hygiene. Build repeatable enablement assets including 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 and 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 and represent AppXite at AWS partner events and joint go-to-market activities.
Success will be measured by AWS-attributable platform GMV/revenue growth, number of AppXite customers actively transacting AWS via the platform, maintenance or advancement of AppXite's partner path stage, and timely translation of AWS program updates into platform requirements.
**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
