Partner Development Manager

Company Overview

Archera empowers organizations of all sizes to optimize their cloud costs through unique, short-term, insured commitments. Hundreds of customers rely on Archera's innovative FinTech solutions to increase their cloud ROI while accelerating revenue objectives and service agility.

Archera's unique cloud rate insurance products and free FinOps platform enable teams to accurately predict and plan infrastructure growth, maximize commitment-based savings, and hedge against market demands and evolving cloud service provider offerings. Archera works closely with AWS, Microsoft Azure, and Google Cloud, along with a broad partner ecosystem, to help customers execute financially prudent cloud strategies.

Position Overview

Archera is seeking an experienced Partner Development Manager to expand and strengthen our cloud partner ecosystem, with a primary focus on Microsoft and Azure-aligned partners. Reporting to the Director of Partner Sales, you will be responsible for building strategic partner relationships, driving co-sell motions, recruiting new partners, and generating partner-sourced pipeline. This role is ideal for someone who understands cloud channel ecosystems and enjoys working cross-functionally with partners, cloud providers, customers, and internal teams to accelerate growth. Success in this role will be measured by partner engagement, pipeline creation, revenue influence, and the expansion of Archera's partner network.

Key Responsibilities

• Own and grow relationships across a portfolio of Microsoft-aligned partners, including CSPs, MSPs, distributors, VARs, systems integrators, consulting partners, and ISVs.
• Recruit, onboard, and develop new strategic partners while expanding engagement within existing accounts.
• Build and execute joint business plans, co-sell strategies, and go-to-market initiatives with partner and Microsoft field teams.
• Identify, qualify, and advance partner-sourced opportunities through the sales lifecycle in partnership with Archera's Revenue organization.
• Lead partner enablement efforts, including training, presentations, sales plays, and ongoing education around Archera's Insured Commitments and FinOps platform.
• Participate in partner-hosted customer meetings, Microsoft field engagements, and executive-level business reviews.
• Coordinate cross-functionally with Sales, Product, Marketing, Finance, and Operations to support partner success and customer outcomes.
• Review and redline partner agreements, escalating legal and commercial considerations when appropriate.
• Maintain accurate pipeline, partner activity, forecasting, and reporting within Salesforce and other internal systems.
• Develop and maintain partner-facing documentation, enablement content, and GTM resources.
• Track partner performance against pipeline and revenue goals and provide regular business updates to leadership.
• Represent Archera at industry events, partner conferences, and cloud ecosystem gatherings.

Qualifications

• 5+ years of experience in partner development, channel sales, alliances, or cloud ecosystem management.
• Demonstrated success working with Microsoft partners, distributors, large systems integrators, MSPs, CSPs, or cloud consulting organizations.
• Strong understanding of Microsoft's partner ecosystem, Azure co-sell motions, Marketplace programs, and cloud channel business models.
• Experience managing both established strategic partners and recruiting emerging partners from initial engagement through activation.
• Ability to comfortably lead external meetings with partner account executives, Microsoft field sellers, executives, and customer stakeholders.
• Working knowledge of cloud economics, FinOps principles, Reserved Instances, Savings Plans, cloud commitments, and consumption-based business models.
• Strong operational discipline with experience managing pipeline, forecasting, contracts, and partner programs through Salesforce.
• Experience reviewing commercial agreements and identifying areas requiring legal or executive review.
• Exceptional communication, presentation, and relationship-building skills.
• Proven ability to operate independently, prioritize effectively, and drive initiatives with minimal oversight.

Benefits