Cloud spend is a whopping $500 billion/yr, the biggest growing expense category for any tech company - tackling these costs requires continuous effort and time from DevOps teams.
Pump is a building the fastest way to save ~60% on cloud spend. Our AI-powered platform not only fully automates savings but we also leverage the power of group buying for even greater discounts. Our mission is to use AI to transform the status quo of cloud cost optimization.
We are backed by Y Combinator and our founding team consists of seasoned entrepreneurs with prior exits. We have a transparent, collaborative and a fast-paced culture that prioritizes winning with a flat organizational structure.
About the Role
We are seeking a seasoned Channel Partnerships Manager to lead and expand our AWS partner ecosystem. This individual will be responsible for driving joint go-to-market strategies, strengthening relationships with AWS, and enabling revenue growth through channel partnerships.
Key Responsibilities
- Develop and execute a strategic partner plan with AWS to drive pipeline and revenue growth.
- Build strong relationships with AWS partner managers, solution architects, and business development teams.
- Manage joint GTM initiatives, including co-selling, co-marketing, and solution development.
- Negotiate and structure strategic partnership agreements.
- Own the partner business planning cycle and deliverables.
- Track performance, ROI, and partner-influenced revenue.
- Enable internal sales and customer success teams to leverage AWS partnerships effectively.
Qualifications
- 5–10 years of experience in channel sales, partnerships, or alliances within cloud or SaaS.
- Proven track record of building AWS strategic partnerships.
- Strong understanding of AWS marketplace, cloud economics, and consumption models.
- Ability to collaborate cross-functionally across sales, product, and marketing teams.
- Excellent negotiation, relationship management, and presentation skills.
Preferred Skills
- AWS Cloud Practitioner or Solutions Architect certification.
- Experience scaling partnerships at a high-growth startup or mid-size tech company.
Benefits (U.S. Full-Time Employees)
- 100% medical coverage for you
- 401(k) plan with company contribution
- Yearly, company-paid team retreats
- Performance and developmental bonuses
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