AWS Marketplace Partnerships Manager

Established in 1987, QBS Software provides a platform for software companies and channel resellers to increase efficiency and achieve growth. We are a technology company with a focus on software – covering the enterprise, cloud and consumer markets. QBS has been named in both the annual Sunday Times HSBC International Track 200 showing significant annual compound growth, and the London Stock Exchange 1000 companies to inspire Britain. The group is headquartered in London with 7 regional offices across Europe, has recently become B Corp accredited for meeting high standards of social and environmental performance, and is also independently certified by Planet Mark as net carbon neutral.

“Where great people work together” – we are looking for ambitious co-workers to take our business to the next level, and as an equal opportunities employer, we are committed to creating an inclusive and equitable environment for all our employees. We believe we are stronger when we reflect the diversity in the world around us, making us more dynamic, more innovative and more competitive.

Why this Role Exists

As our AWS Alliances Leader, you will be at the forefront of our AWS Marketplace strategy, driving innovation and helping to launch and scale mid-market and SMB ISVs onto the Marketplace. The role, reporting to the CRO, is 100% dedicated and presents an opportunity to truly influence QBS’s future and deliver against AWS Marketplace growth strategy by onboarding SMB and Mid-Market ISVs.

What You’ll Be Doing

• AWS Partnership and DSOR Execution
  • Master AWS Partner Central, APN programs, DSOR and CPPO transaction models.
  • Drive the launch of DSOR workflows, including compliance with the AWS Marketplace Management Portal and CPPO models.
  • Secure and manage AWS funding programmes (MAP, OLA and POC) to support joint go-to-market activity.
• ISV Onboarding and Marketplace Operations
  • Own the onboarding of ISVs into AWS Marketplace under the DSOR model, ensuring legal, technical and commercial readiness.
  • Create scalable processes for ISV onboarding covering contracts, listings, billing and operational setup.
  • Work closely with AWS, ISVs and QBS product teams to accelerate listings, first transactions and co-marketing.
• Revenue Growth and Co-selling
  • Develop joint business plans with AWS to build pipeline, advance co-sell activity and drive Marketplace revenue.
  • Use AWS incentives and co-marketing funds to increase adoption and sales velocity across regions.
  • Track core metrics such as ISV enablement, transaction milestones and AWS-influenced revenue.
• Internal and External Collaboration
  • Representing QBS at AWS and partner events and driving joint marketing and co-selling initiatives with AWS and our ISV community.
  • Work with QBS Sales, Marketing, Operations and Product teams to embed AWS Marketplace into QBS’s commercial rhythm.
  • Build training, playbooks and internal guidance to strengthen understanding of DSOR and Marketplace processes.

Measuring Success

• Achieve AWS Marketplace operational activation across QBS Group.
• Develop AWS Partnership in strategic regions.
• Launch ISV listing and ISV enablement planning.
• Meet or beat AWS Revenue and Profit Targets.

What You’ll Bring

• Experience
  • 5+ years in alliances, channel sales or partner management, ideally within a hyperscale vendor with cloud ecosystem experience (AWS preferred).
  • Strong track record of building strategic partnerships and running cloud marketplace and resale models.
• In-depth Marketplace Knowledge
  • Understanding of AWS Marketplace, DSOR frameworks, CPPO models and APN programmes.
  • Familiarity with SaaS go-to-market models, cloud billing and commercial contracting.
• Core Skills
  • Strong relationship management, communication and negotiation ability.
  • Proven organisational skills with experience running complex multi-stakeholder projects.
• Preferred Certifications
  • AWS Business and Technical Accreditations.
  • Experience with APN programmes or Marketplace integrations.

Benefits:

• Attractive salary.
• Commission OTE.
• Excellent contributory pension scheme.
• Private Medical Insurance.
• Healthcare scheme.
• Cycle To Work scheme.
• Life Cover.
• Online retail discounts.
• Full training and development programme.
• Mentoring opportunities.
• Opportunities for promotion and career progression.

The role is hybrid/office-based, candidates should therefore have a reasonable commute to our Ealing London office. Working hours 9.00am – 5.30pm Monday to Friday.