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Tempo is a market-leading work management platform trusted by over 30,000 customers, including a third of Fortune 500 companies. The company started in 2007 as a time-tracking tool for Jira and has evolved into a comprehensive suite covering time management, resource planning, budget management, roadmapping, program management, and reporting.
Tempo is now expanding beyond the Atlassian ecosystem and seeking an Ecosystem Business Development Manager to establish strategic partnerships with hyperscaler platforms, beginning with AWS and Microsoft. This is a net-new activation role focused on building relationships from the ground up, getting Tempo listed and transactable on major marketplaces, and establishing go-to-market motions that generate real pipeline.
Key responsibilities include:
• End-to-end ecosystem activation: own the full lifecycle of new hyperscaler and platform partnerships, from relationship building through marketplace listing and transactability (AWS Marketplace, Azure Marketplace, AppSource).
• Marketplace and co-sell program enrollment: secure placement in relevant marketplaces and enroll in co-sell programs (AWS ACE, Microsoft Partner Center) with private offer capabilities.
• GTM motion development: build go-to-market strategies directly with ecosystem owners' partner and channel teams, identifying programs, incentives, and joint-selling mechanics that drive pipeline.
• Partner recruitment and activation: recruit and activate services partners within each ecosystem to sell and deliver Tempo solutions, regardless of existing Atlassian relationships.
• Pipeline development and reporting: define success metrics, track partner-sourced and partner-influenced pipeline, establish cadences, and report progress to leadership.
• Cross-functional coordination: work with sales, solutions engineering, and marketing to build joint campaigns, co-sell plays, and enablement content tailored to each ecosystem. Represent Tempo at hyperscaler events and summits.
• Technical prioritization: collaborate with Product and Engineering to prioritize integrations and technical requirements for marketplace and co-sell programs.
• AI-enabled operations: leverage AI tools for partner research, prospect prioritization, content development, and pipeline reporting across multiple ecosystems.
The ideal candidate has 7+ years in B2B SaaS business development, strategic alliances, or partner management, with direct hands-on experience standing up hyperscaler relationships (AWS Marketplace/ACE, Microsoft Partner Center/AppSource, or comparable platforms). You should have a proven track record of activating new partner ecosystems from zero, strong business development instincts, comfort with services partners outside existing networks, and a data-driven approach to partnerships. Excellent communication skills and the ability to translate ecosystem programs into actionable internal plans are essential. Preferred qualifications include AWS Marketplace or Microsoft co-sell/AppSource launch experience, familiarity with enterprise PPM/SPM/ITSM software, existing hyperscaler network connections, and experience in high-growth PE-backed or venture-backed SaaS environments. The role operates as a senior individual contributor with high autonomy and direct reporting to the SVP of Channel & Alliances.
