Partner Manager

About Cloudfresh

Cloudfresh is a leading provider of multi-category cloud software products, services, and digital transformation solutions. We empower organizations to scale and innovate by delivering high-impact SaaS technologies and expert professional services.

About the Role

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—such as Google Cloud, Asana, JumpCloud, Cloudflare, GitLab, Zendesk, HubSpot , and other leading SaaS and cloud vendors—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 (Asana, JumpCloud, Cloudflare, GitLab, Zendesk, HubSpot, & more)
• Alliance Management: 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.
• Software & Services Alignment: 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.
• Commercial Terms & Margin Optimization: Actively navigate vendor partner programs to negotiate improved reselling margins, rebate structures, deal registration discounts, and access to Market Development Funds (MDF).
• Vendor Inbound Lead Flow: 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
• Ecosystem Expansion: Identify, recruit, and onboard complementary non-supplier ecosystem partners (referral partners, regional systems integrators, technology allies, and specialized consultancies).
• Pipeline Generation: 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.
• Joint Business Planning & QBRs: 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
• Account Mapping & Co-Selling: Facilitate regular account mapping sessions between Cloudfresh Account Executives and partner sales reps to uncover overlapping opportunities.
• In-Flight Deal Support: 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.
• Intel & Services Mobilization: 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
• Sales & Marketing Alignment: Collaborate with Sales Management and Marketing to execute vendor-funded webinars, joint field events, and targeted co-marketing campaigns.
• Certifications & Competencies: Ensure Cloudfresh maintains required partner certifications, technical specializations (e.g., Security, AI/ML badges), and tiering requirements to unlock top-level vendor incentives.

Qualifications & Requirements

Must-Have 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.

When applying to this position, you consent to the processing of your personal data by CLOUDFRESH for the purposes necessary to conduct the recruitment process, in accordance with Regulation (EU) 2016/679 of the European Parliament and of the Council of April 27, 2016 (GDPR).

Additionally, you agree that CLOUDFRESH may process your personal data for future recruitment processes. You can withdraw this consent at any time.