Account Manager

A Series A software business is hiring its first Account Manager in EMEA. They build the platform that technology companies use to sell through the AWS, Azure and Google Cloud marketplaces. Their customers include some of the best known names in software, and the business is growing quickly.

This is the first hire in the region, so you would be building EMEA rather than joining it.

THE ROLE

You will own a portfolio of 30 to 40 customers across EMEA, and the relationships with AWS teams in the region that generate inbound referrals. Around 80% of your time is spent with customers and cloud provider contacts rather than behind a desk.

You are measured on growth and retention, not on keeping people happy. New logos, net revenue retention, and value customers can actually point to.

WHAT YOU WOULD OWN

- Cloud partnership success across AWS, Azure and GCP for your portfolio

- The AWS relationships in region, and converting the referrals that come from them

- Funding and milestone unlocks: ISV Accelerate, MIPA, ISV Success, App Accelerate

- Deal intelligence brought back from cloud provider reps and fed to your customers

- Renewals and expansion, and turning platform usage into measurable outcomes

WHAT THEY ARE LOOKING FOR

- Experience in cloud partnerships, cloud alliances, ISV partnerships or partner development

- AWS experience specifically. Azure or Google Cloud is relevant, but AWS relationships are most of this job

- A background in high growth B2B software, ideally infrastructure, data, developer tools or security. Not a fit for people from consultancies or services businesses

- Comfortable owning commercial targets rather than running programmes

- Entrepreneurial. People who have built something of their own do well here

PRACTICAL DETAILS

- Fully remote in the UK

- Monthly travel to AWS offices

- Reporting into the VP of Customer Outcomes

- Working alongside colleagues in the US and India