United States
Remote
Senior
Full Time
20 days ago
Ecosystem Business Development ManagerB2B SaaSAWS MarketplaceMicrosoft Partner CenterStrategic AlliancesPartner ManagementBusiness DevelopmentRemote
Requirements
- •7+ years of experience in business development, strategic alliances, or partner management within B2B SaaS.
- •Direct, hands-on experience standing up or running a hyperscaler relationship such as AWS Marketplace/ACE or Microsoft Partner Center/AppSource.
- •Proven track record of activating a new partner or ecosystem relationship from zero and building the playbook.
- •Strong business development instincts to identify the right people, open doors, and create structured, repeatable motions.
- •Comfort working with services partners without existing relationships and building trust quickly.
- •Data-driven approach to partnerships including defining success metrics, tracking pipeline, and reporting results to leadership.
- •Excellent communication skills to translate ecosystem programs and priorities into actionable plans for internal teams.
What You'll Do
- •Own the end-to-end activation of new hyperscaler and platform ecosystems, starting with AWS and Microsoft, including building relationships, paperwork, and go-to-market plans.
- •Get Tempo listed and transactable on relevant marketplaces such as AWS Marketplace and Azure Marketplace/AppSource, including private offers and co-sell program enrollment.
- •Build go-to-market motions with ecosystem owner's partner and channel teams, identifying programs, incentives, and joint-selling mechanics to drive pipeline.
- •Recruit and activate ecosystem owner's services partners to sell and deliver Tempo alongside their hyperscaler practice.
- •Define and track partner-sourced and partner-influenced pipeline for each new ecosystem and report progress to leadership.
- •Establish pipeline review cadences and reporting frameworks as ecosystems mature.
- •Coordinate with Tempo's AEs, SEs, and Marketing to build joint campaigns, co-sell plays, and enablement content tailored to each ecosystem.
- •Represent Tempo at hyperscaler partner events, summits, and marketplace programs to build visibility and relationships.
- •Work with Product and Engineering to prioritize integrations and technical requirements for marketplaces and co-sell programs.
- •Use AI tools to research and prioritize new partners and prospects, create GTM and enablement content, and keep pipeline reporting current.
Nice to Have
- •Experience launching or scaling an AWS Marketplace or Microsoft co-sell/AppSource presence for a B2B SaaS company.
- •Familiarity with enterprise PPM, SPM, ITSM, or project management software landscape.
- •Existing network within AWS, Microsoft, or other hyperscaler partner and channel organizations.
- •Experience working in a high-growth, PE-backed or venture-backed SaaS environment.
- •Comfort operating as a senior individual contributor with high autonomy and structure.
Benefits
- •Remote First work environment
- •Unlimited vacation in most locations
- •Health, dental, vision and savings plan benefits
- •Training reimbursement
- •Work from home reimbursement
- •Diverse and dynamic teams
- •Opportunity to have a real impact on the business
- •Range of social activities both in person and virtual
- •Optional in person meet-ups and ability to travel to international offices
- •Employee referral program
About Tempo
Tempo is the leader in time management, resource planning, and budget management for software engineering and product management teams.
Burlington, MA, US
250 - 500
Time Tracking