[Hiring] Partner Manager @Cloudfresh

Role Description

At Cloudfresh, our partner network is central to our growth model. We operate both as a high-velocity reseller and a strategic professional services provider for world-class technology suppliers, while also maintaining a rich ecosystem of strategic alliances.

We are looking for a strategic, proactive, and commercially minded Partner Manager to bridge the gap between our partner ecosystem and our direct sales organization. In this role, you will hold a dual mandate:

• Curate and maximize our supplier/reseller partnerships to secure optimal commercial terms, higher margins, and vendor-driven lead flow across both software products and Cloudfresh professional services (e.g., Cybersecurity, AI services, implementations, and managed services).
• Expand non-supplier ecosystem partners to generate net-new pipeline and gather deep deal intelligence for active sales cycles.

Key Responsibilities

• Supplier & Vendor Relationship Curation
  • Serve as the primary point of contact for Cloudfresh’s major software vendor partners, building deep, high-trust relationships with their Partner Development Managers (PDMs), channel heads, and field sales teams.
  • Position Cloudfresh’s high-value professional services—including Cybersecurity assessments, custom AI solutions, cloud migrations, and managed services—alongside vendor software licenses to create attached, high-margin co-selling opportunities.
  • Actively navigate vendor partner programs to negotiate improved reselling margins, rebate structures, deal registration discounts, and access to Market Development Funds (MDF).
  • Establish Cloudfresh as the "go-to" strategic reseller and service partner for vendor field reps, securing consistent inbound lead pass-through and joint account pursuits.
• Ecosystem Development & Pipeline Sourcing
  • Identify, recruit, and onboard complementary non-supplier ecosystem partners (referral partners, regional systems integrators, technology allies, and specialized consultancies).
  • Establish joint go-to-market (GTM) motions with partners to systematically drive partner-sourced and partner-influenced pipeline for both software licensing and professional services engagements.
  • Formulate joint annual business plans with key partner accounts and lead Quarterly Business Reviews (QBRs) to track pipeline health, co-marketing ROI, and revenue targets.
• Live Deal Co-Selling & Intelligence
  • Facilitate regular account mapping sessions between Cloudfresh Account Executives and partner sales reps to uncover overlapping opportunities.
  • Step into active enterprise sales cycles alongside AEs, connecting with key partner contacts to gather critical deal intelligence, uncover decision-makers, and unblock stalled negotiations.
  • Equip Cloudfresh sales reps with timely vendor insights, competitive intel, and partner positioning to attach services like Cybersecurity and AI solutions into software sales cycles.
• Enablement & Cross-Functional Collaboration
  • Collaborate with Sales Management and Marketing to execute vendor-funded webinars, joint field events, and targeted co-marketing campaigns.
  • Ensure Cloudfresh maintains required partner certifications, technical specializations (e.g., Security, AI/ML badges), and tiering requirements to unlock top-level vendor incentives.

Qualifications

• 2+ Years in B2B Partner / Alliance Management: Proven track record managing cloud vendor ecosystems (e.g., Asana, JumpCloud, Cloudflare, GitLab, Zendesk, HubSpot) or channel partner networks within the SaaS and IT services space.
• Software & Professional Services Exposure: Hands-on experience building partnerships that encompass both software reselling and high-value professional services (e.g., Cybersecurity, AI/ML services, cloud consulting, managed services).
• Modern Sales Tech & AI Proficiency: Demonstrable experience leveraging modern AI tools and sales technology in daily workflows for partner mapping, account research, outreach automation, and deal intelligence gathering.
• Track Record of Partner-Driven Revenue: Proven ability to drive measurable partner-sourced and partner-influenced pipeline to hit revenue targets.
• Co-Sell & Deal Execution Muscle: Experience working directly alongside direct sales reps (AEs) to co-sell, map accounts, leverage partner intel, and accelerate enterprise deal velocity.
• Commercial Negotiation Skills: Proven ability to navigate vendor partner programs, maximize deal registration incentives, and optimize partner margins.
• Startup / Agility Experience: Comfortable operating in fast-paced, high-growth environments with high autonomy and self-direction.
• Fluent English & Executive Communication: Exceptional presentation skills, with the ability to navigate both vendor executive suites and internal revenue teams.

Nice-to-Haves

• Prior Direct Sales (AE) Experience: Background as a B2B Account Executive, understanding the day-to-day realities of enterprise sales cycles, discovery, and MEDDPICC deal qualification.
• Broad Cloud Portfolio Knowledge: Understanding of multi-product reselling dynamics across enterprise productivity, DevOps, cybersecurity, cloud infrastructure, and project management platforms.

Benefits

• Compensation: a competitive base salary, on an employment or contractor arrangement depending on your location.
• Time off: 24 days of paid vacation and 14 paid sick days per year.
• Flexibility: fully remote work with flexible hours and core hours aligned to EET.
• People: work alongside A-players and seasoned cloud professionals.
• Scope: hands-on exposure to international hiring across EMEA, with a focus on CEE.