Cloud Partnership Manager

About the Role

We’re looking for a Cloud Partnership Manager — someone who loves turning relationships into real business impact.
Your mission is to grow Umbrelly’s partnerships with AWS, Google Cloud, and Azure so that we gain:

• maximum rebates, incentives, credits, and MDF funds from top cloud providers
• official partnership statuses (Select → Advanced → Premier)
• access to joint marketing programs (co-marketing, events, PR)
• direct intros and requests from cloud account managers
• priority support and participation in early-adopter programs

If you enjoy navigating the cloud ecosystem, negotiating smart deals, and building long-term partnerships that deliver tangible value — this role is for you.

What you’ll be doing

Tier 1 — Build the foundation

• secure official partner statuses with AWS, GCP, and Azure (Select / Advanced / Premier)
• set up a clear process for funding initiatives and joint deal management

Tier 2 — Strengthen collaboration

• build relationships and receive intros and leads from cloud partner managers
• launch 1–2 technology partnerships with FinOps, Kubernetes, or cloud-optimization vendors
• negotiate favorable cloud reselling terms (8–15%) depending on the provider
• ensure Umbrelly’s solutions (Cost-Cat, Kubernetes Optimization) are listed on AWS Marketplace

Tier 3 — Unlock commercial advantages

• negotiate better payment terms (30 → 60 → 90 → 120 days)
• optimize reseller partnerships (DoIT, Pax8, Profisea, etc.)
• obtain extra rebates and incentives for Umbrelly’s clients

Tier 4 — Expand the ecosystem

• build new alliances with other clouds — Oracle, IBM, RedHat, CoreWeave, Vultr, OVH, and beyond

   

What we expect

• experience in Partner Development, Channel, or Alliance Management within cloud, SaaS, or MSP sectors
• understanding of partner models (reseller, referral, ISV, MSP)
• familiarity with AWS / GCP / Azure Partner Programs
• strong English (B2+), able to communicate daily with vendor teams
• excellent relationship-building and negotiation skills

• analytical mindset and ability to drive results

   

What we offer

• competitive base salary + performance-based bonuses
• direct collaboration with the CEO and technical leadership
• freedom to act independently and own your results
• long-term growth in a fast-moving FinOps & Cloud Optimization startup
• clear path toward becoming Head of Partnerships or Cloud Alliances Director