Cloud Alliance Manager – AWS

📍Riga, Latvia 📍Remote (EMEA time zone)

About AppXite

We Build a Platform to Automate Subscription Business with Vendors and Customers' Own Services

AppXite is an AI-Ready Digital Marketplace, CPQ & Billing Platform for distributors, telcos, MSPs, and vendors to automate and effectively scale their subscription, consumption and AI-based services across the globe. We have years of experience in the SaaS and software markets and long-term working relationships with the largest vendors in the world (e.g. Microsoft, IBM, AWS, Google, Adobe, Cisco etc.). Our platform enables the software and cloud service businesses of household names like Atea and Lenovo.

About the Position

Yulia Circle Profile
Yulia Sharhun, HR Business Partner Contact me if you have any questions: yulia.sharhun@appxite.com

As a Cloud Alliance Manager – AWS, you will Own AppXite's AWS relationship end-to-end: the AWS Distribution Program and Solution Provider Program mechanics, AWS Marketplace and co-sell motions, incentive and margin economics, and the enablement of AppXite's distributor and reseller customers selling AWS through the platform. Act as the internal AWS authority - the person product, engineering, finance, and customer-facing teams go to for anything AWS channel-related.

Your Responsibilities & Mission

Vendor alliance & program management:

Serve as primary contact for AWS partner development managers and distributor counterparts (Nordics/Baltics/EU).
Own AppXite's standing in the AWS Partner Network: partner path progression, accreditation counts, program compliance, and annual re-validation.
Track and interpret AWS channel program changes (2026 Solution Provider / Distribution / MSP updates, incentive restructuring, deal registration and billing capabilities) and translate them into platform and commercial requirements.

Commercial & incentive economics:

Model AWS incentive structures (Base Benefit, New Customer Incentive, program discounts) and their flow-through to AppXite customers' margins.
Support pricing, markup, and billing configuration decisions for AWS offers on the platform, including Marketplace and consumption-based models.

Channel enablement:

Enable AppXite's distributor, reseller, and MSP customers to build and scale AWS practices: onboarding, program navigation, deal registration, and co-sell (ACE) hygiene.
Build repeatable enablement assets: playbooks, webinars, and partner-facing documentation.

Product & platform liaison:

Act as domain expert for product and engineering on AWS provisioning, billing data (CUR), Marketplace integration, and partner program logic.
Prioritize AWS-related roadmap items with product management; validate designs against AWS program reality.

Go-to-market & growth:

Identify AWS-driven revenue opportunities across the existing customer base and in new-logo pursuits; support sales in AWS-anchored deals.
Represent AppXite at AWS partner events and in joint go-to-market activities.

Your Qualification, Skills & Experience:

Must have:

5–7 years in partner management, alliance management, channel sales, or business development in cloud/SaaS.
In-depth knowledge of the AWS partner ecosystem: APN structure, Distribution and Solution Provider programs, Marketplace, and co-sell.
Demonstrated technical-commercial mix: able to discuss consumption billing, cloud economics, and margin structures with finance, and provisioning/APIs with engineers - without owning either domain.
Experience working with or through distributors, resellers, or MSPs (two-tier channel).
Fluent English; comfortable operating across European time zones and cultures.

Strongly preferred:

Prior role at an AWS distributor, large reseller, or cloud commerce/marketplace platform.
Experience with consumption business models, cloud cost data, and partner agreement constructs.
AWS Cloud Practitioner or Solutions Architect Associate certification - or commitment to obtain Cloud Practitioner plus AWS Partner Sales Accreditation within 3 months; both contribute to AppXite's partner path requirements.

Success measures (first 12 months):

AWS-attributable platform GMV/revenue growth across the customer base.
Number of AppXite customers actively transacting AWS via the platform (activation rate).
AppXite partner path stage maintained or advanced; accreditation requirements met.
Program change lead time: AWS program updates translated into platform requirements before effective dates.

What we Offer

Why Work in the AppXite?

Work with leading tech companies across the globe

Work with some of the largest companies in their industries (like Adobe, AWS, Cisco, Google, IBM, Microsoft, Lenovo, Liquid, etc.) across the globe.

Be part of the B2B SaaS industry innovation

Become part of a team reinventing the digital sales of cloud ecosystem and drive the impact in building a state-of-the-art automation for business processes.

Develop the skills that will accelerate your career

Advance your skills with access to Microsoft certifications and continuous learning opportunities tailored to your role.

benefit

Enjoy perks & benefits

We offer our employees covered health insurance, telephone expenses, free lunch (in Riga office), and an employee referral program.

Work from anywhere

We value talent over the location. Work from our comfortable new office with free parking in Riga or remotely from anywhere in the world.

Team building events

We keep things interesting through social events, traditions and celebrations. At least twice a year we come together to make a fun time together.

Join the Platform Engineering team and work with a talented group of developers building out next-generation technologies in AppXite!