Channel Business Development Manager

About this role

Why SoftwareOne?

SoftwareOne is a global software and cloud solutions provider and distributor, powered by around 12,000 people across more than 70 countries. But what really makes us SoftwareOne is our people: curious minds, different perspectives, and talented teams working together to solve real challenges and create meaningful impact. Here, you’ll have the opportunity to grow, explore new possibilities, and build a career that’s uniquely yours, while helping shape what’s next in technology.

The role

Do you enjoy building strong partner ecosystems that drive cloud growth?

Are you motivated by scaling cloud consumption through hyperscaler and marketplace-led motions?

Do you thrive in collaborating across partners, sales, and cloud teams to create shared success?

You will join the Channel & Alliances organisation, a team focused on building and scaling high-impact partner ecosystems across leading cloud providers. The team works closely with hyperscalers, distributors, and internal sales and cloud teams to accelerate cloud adoption and recurring revenue.

As a Channel Business Development Manager – Cloud, you will be responsible for driving cloud revenue growth through strategic partner ecosystems across AWS, Microsoft Azure and Alibaba Cloud. The role focuses on developing partner-led cloud opportunities, accelerating marketplace and co-sell motions, and supporting sustainable cloud consumption growth.

Key responsibilities:

• Develop and execute cloud channel strategies aligned with hyperscaler partner programs and priorities.
• Drive partner-sourced pipeline, cloud consumption, and marketplace transactions.
• Identify, onboard, and enable cloud partners including MSPs, SIs, distributors, and ISVs.
• Manage relationships with hyperscaler partner managers and alliance stakeholders.
• Support partners across the sales lifecycle, including co-sell motions and deal governance.
• Track and report on partner performance, pipeline, and cloud business outcomes.

What we need to see from you

• Experience working within cloud partner ecosystems such as AWS, Azure, or Alibaba Cloud, with a strong understanding of cloud consumption, pricing, and marketplace‑based business models.
• Demonstrated commercial mindset with the ability to translate partner and growth strategies into executable plans.
• Strong communication, negotiation, and stakeholder management skills, with confidence operating in a matrixed, fast‑paced environment.
• Exposure to cloud partner programs, alliance frameworks, and co‑sell or marketplace models (including private offers) is preferred.
• Familiarity with cloud workloads such as migrations, data platforms, AI, security, or DevOps is an advantage.
• Opportunity to work closely with leading cloud providers in a collaborative, inclusive environment, with strong learning, development, compensation, and regional benefits.

Job Function

Sales Accommodations

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at [email protected].    Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.  

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.  Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.