About WSO2
Founded in 2005, WSO2 is the largest independent software vendor providing open-source API management, integration, and identity and access management (IAM) to thousands of enterprises in over 90 countries. WSO2's products and platforms—including our next-gen internal developer platform, Choreo—empower organizations to leverage the full potential of artificial intelligence and APIs for securely delivering the next generation of AI-enabled digital services and applications. Our open-source, AI-driven, API-first approach frees developers and architects from vendor lock-in and enables rapid digital product creation. Recognized as leaders by industry analysts, WSO2 has more than 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US, with over USD100M in annual recurring revenue. Visit https://wso2.com to learn more.
About the Role
We are looking for a Channel Development Manager – Cloud Platforms to drive the growth of WSO2’s cloud offerings by developing and scaling partnerships with hyperscalers (AWS, Azure, Google Cloud), cloud-native ISVs, and cloud-focused resellers/system integrators (SIs). You will play a key role in expanding our partner ecosystem for WSO2’s cloud-native platforms such as Choreo, and driving joint go-to-market (GTM) motions.
The ideal candidate will have a strong background in cloud platforms, channel sales, and partner ecosystem development, with experience in driving cloud marketplace sales, co-selling with hyperscalers, and building relationships with cloud-native ecosystem players.
Your Key Responsibilities
- Identify, recruit, and onboard cloud-native partners (hyperscaler marketplaces, cloud-focused SIs, ISVs, MSPs).
- Drive the development of strategic alliances with AWS, Azure, and Google Cloud partners.
- Build relationships with cloud partner managers and field sellers at hyperscalers to drive co-sell motions.
- Develop and execute joint GTM plans with cloud partners and marketplaces for WSO2’s cloud-native platforms, especially Choreo.
- Enable partners through training, content, and programs to drive adoption of WSO2 cloud products.
- Drive listing, marketing, and sales acceleration on cloud marketplaces (AWS Marketplace, Azure Marketplace, GCP Marketplace).
- Own partner pipeline and revenue targets for cloud channels.
- Drive partner-led and partner-influenced pipeline growth for WSO2 cloud subscriptions.
- Track and report partner performance, pipeline contribution, and revenue impact.
- Work closely with sales, product marketing, customer success, and product teams to align cloud channel strategy with business priorities.
- Collaborate with regional sales teams in North America and India to support partner-driven opportunities.
- Analyze market trends, competitive landscapes, and emerging opportunities in the cloud-native space.
- Represent WSO2 in cloud partner events, webinars, and industry forums.
Partner Recruitment & Onboarding
Cloud GTM & Sales Enablement
Pipeline & Revenue Generation
Cross-Functional Collaboration
Market Insights & Ecosystem Building
Qualifications and Skills
- 6–10 years of experience in channel development, cloud alliances, or partner sales, with proven success in building cloud ecosystems.
- Strong understanding of cloud marketplaces, cloud-native technologies, and cloud GTM models.
- Prior experience managing partnerships with one or more hyperscalers (AWS, Azure, GCP).
- Experience with partner programs, channel marketing, MDF, and cloud co-sell processes.
- Excellent relationship-building and stakeholder management skills.
- Strong business acumen and ability to translate partner strategies into revenue outcomes.
- Ability to work independently across global teams in a fast-paced, high-growth environment.
- Strong written and verbal communication skills.
- Proficiency with Salesforce, PRM tools, and cloud marketplace tools is a plus.
Experience
Skills
In Addition to a Competitive Compensation Package, WSO2 Offers:
- A work culture and environment where we value both hard work AND flexibility.
- Ongoing training, coaching, and mentoring.
- Education reimbursement for professional qualifications and courses.
- A generous vacation/leave plan that fits your needs.
- Health insurance for you and your family.
- 401K matching.
Diversity Drives Innovation:
We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.