Cloud Marketplace Sales & Business Development Manager (gn) | AWS

Overview

In this role, you will drive the expansion of AWS Marketplace opportunities across SoftwareOne’s customer base, collaborating with sales, Alliances, and AWS teams. You’ll shape commercial opportunities, leverage AWS co-sell motions, and ensure smooth handover to operations and legal teams. Your work accelerates cloud adoption and marketplace-driven procurement for multinational customers. You’ll operate in a global, collaborative environment focused on growing the marketplace business and delivering customer value.

Pay / Benefits

• Mentor program
• Presidents Club
• Flexible work
• Lifelong education
• Career growth opportunities
• Local incentives and benefits

Responsibilities

• Develop a strong pipeline of AWS Marketplace opportunities across existing customer accounts
• Partner with sales teams, Account Managers, and customers to identify, qualify, and shape new commercial opportunities
• Build relationships with AWS field teams, partner managers, and strategic software vendors to accelerate pipeline growth
• Position AWS Marketplace as a strategic route to market aligned to customer procurement and cloud-consumption objectives
• Enable sales and presales teams through practical guidance, best practices, and marketplace use cases
• Collaborate with Alliances, Legal, Finance, Operations, and other stakeholders to ensure effective opportunity progression and handover

Key requirements

• Strong sales or business development experience within cloud, software, SaaS, hyperscaler, partner, reseller, MSP, or technology distribution environments
• Knowledge of the AWS ecosystem and how customers, partners, and cloud providers work together commercially
• Understanding of AWS Marketplace and the ability to confidently discuss marketplace-led opportunities with customers and internal stakeholders
• Experience working with partner programs, co-sell models, alliances, or joint go-to-market initiatives
• Strong consultative selling skills with the ability to identify customer challenges and develop commercial opportunities
• Excellent communication and stakeholder management skills with a collaborative and proactive approach
• Nice to have: Exposure to additional cloud marketplaces beyond AWS
• Nice to have: Familiarity with private offers, SaaS subscriptions, renewals, or cloud commitment drawdown models
• Nice to have: Experience supporting software or cloud commercial negotiations
• Nice to have: Knowledge of enterprise software procurement and cloud consumption strategies

• Collaborative mindset
• Proactive stakeholder management
• Consultative selling approach
• Knowledge of AWS ecosystem
• Understanding of AWS Marketplace
• Experience with partner programs and co-sell models

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