Job Title: Manager – Resale (AWS, Microsoft, Google, Hyperscalers & ISV Partnerships)
Department: Channel Alliances
Reports To: Head – Channel Alliances
Location: Noida
About the Role
We are seeking a Manager – Resale (Cloud & Hyperscaler Alliances) to drive our resale and partnership business across AWS, Microsoft, Google Cloud, and leading ISVs. The ideal candidate will own end-to-end management of cloud resale motions, partnership alignment, and GTM initiatives to achieve targeted revenue.
This role requires a strategic professional with strong experience in managing hyperscaler partnerships, optimizing MDF programs, negotiating commercial terms, and scaling cloud resale business with a sharp focus on profitability and partner engagement.
Key Responsibilities
1. Business Growth & Revenue Ownership
- Own and deliver the annual resale target of USD 12M (INR 100 Cr) across hyperscaler and ISV alliances.
- Develop and execute sales plans for AWS, Microsoft, and Google resale channels.
- Identify opportunities for expanding cloud resale business through co-sell, re-sell, and bundled service models.
- Manage pipeline forecasting, deal registration, and quarterly business reviews with alliance partners.
2. Partnership & Ecosystem Management
- Build and maintain strong relationships with hyperscalers, distributors, and OEMs (AWS, Microsoft, Google, and ISVs).
- Negotiate commercial terms, partner rebates, and MDF (Marketing Development Funds) allocations.
- Ensure compliance with resale programs and maintain required partner tier statuses.
- Drive joint GTM initiatives, campaigns, and enablement sessions with hyperscalers and ISVs.
3. Operations & Governance
- Coordinate with internal finance, sales, and presales teams for accurate billing, invoicing, and margin tracking.
- Streamline procurement and licensing operations for cloud resale.
- Maintain structured documentation of partner agreements, pricing, and deal flow.
- Track utilization of partner funding and ensure ROI on joint marketing programs.
4. Strategic Planning & Insights
- Analyze cloud market trends, partner updates, and pricing models to recommend business growth strategies.
- Build dashboards and reports to track partner contribution, revenue growth, and profitability.
- Support leadership in quarterly planning and business reviews.
Key Skills & Experience
- 5–10 years of experience in managing cloud/hyperscaler resale business (AWS, Microsoft, Google).
- Proven success in resale or channel sales management roles.
- Strong understanding of cloud pricing, licensing, and partner incentive programs.
- Experience working with distributors (Ingram, TD Synnex, Redington, etc.) is a plus.
- Excellent negotiation, stakeholder management, and analytical skills.
- Ability to manage cross-functional collaboration across sales, finance, and partnership .
Education
- Bachelor's degree in Business, Technology, or related field (MBA preferred).
- Certifications in AWS, Microsoft, or Google Partner Programs are a plus.
