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AppDirect is seeking a Product Sales Specialist to drive growth across its IT Advisor and Managed Service Provider (MSP) ecosystems. You will serve as the primary bridge between AppDirect's trusted advisor community and leading cloud platforms (AWS, Microsoft Azure, Google Cloud), enabling partners to unlock revenue streams through the AppDirect subscription commerce platform.
Key Responsibilities:
Advisor & MSP Enablement: Champion a portfolio of IT Advisors and MSPs by educating them on AppDirect's public cloud catalogs. Conduct training sessions and workshops to guide partners through cloud marketplace landscapes, co-selling motions with hyperscalers, and subscription economics. Help traditional hardware/telecom advisors understand and confidently pitch complex multi-cloud solutions (IaaS, SaaS, PaaS) to enterprise clients.
Pipeline Generation & Co-Selling: Partner directly with advisors on end-user discovery calls to map IT roadmaps, evaluate workloads, and recommend optimized cloud environments. Utilize AppDirect's billing and quoting tools to build accurate multi-category solutions, manage deal registrations, and structure competitive pricing. Work with AWS, Microsoft, and Google regional partner managers to leverage SPIFFs, incentives, and co-sell programs.
Partner Growth & Strategy (25% of role): Deliver quarterly business reviews with top-tier advisors to track KPIs and identify opportunities. Act as the voice of the advisor community, collaborating with internal Product, Operations, and Engineering teams. Identify upsell opportunities into adjacent categories including Managed Services, Security (MSSP), and AI-driven SaaS tools.
Requirements:
- Minimum 4–6 years of experience in Channel Sales, Partner Management, or Customer Success within B2B technology
- Proven track record working directly with IT Advisor/Agent community or managing MSP partner relationships
- Mandatory hands-on experience navigating at least one major Cloud Marketplace ecosystem (AWS, Microsoft Azure, or Google Cloud) and their respective partner networks (APN, MCPP, GDN)
- Bachelor's degree in Business, Information Technology, or related field (equivalent practical experience considered)
- Solid comprehension of cloud architecture concepts (compute, storage, serverless, database migrations, cloud security compliance)
- Mastery of modern CRM platforms (Salesforce or HubSpot) and collaborative business suites (Google Workspace, Microsoft 365)
- Familiarity with CPQ (Configure, Price, Quote) platforms is a major plus
- Highly preferred: AWS Certified Cloud Practitioner, Microsoft Certified: Azure Fundamentals (AZ-900), or Google Cloud Digital Leader certification
