Partner Business Development & Sales Manager (m/w/d)

About the Position

Partner Business Development & Sales Manager (m/w/d)

Unternehmen: tecRacer Germany GmbH

Bereich: Sales

Einsatzort: Hamburg

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For more than 20 years, we at tecRacer have been helping shape the world of cloud technology. As a leading AWS Premier Tier Services Partner in Germany, we work on challenging cloud projects, develop innovative solutions, and share a passion for technology. But what matters just as much to us as technical excellence? How we work together.

At tecRacer, great ideas matter more than hierarchy. We believe in trust, ownership, and the freedom to make an impact – while creating an environment where you can grow both professionally and personally. Clear career paths, regular feedback, individual development opportunities, and a transparent Fair Pay structure provide the framework to help you move forward.

Deliver together. Not in silos. We see our projects as a shared responsibility. That’s why our Consultants and Developers work together as part of one cross-functional Delivery Team - bringing together knowledge, experience, and different perspectives where they can have the greatest impact.

Instead of rigid team structures, we encourage collaboration across projects and areas of expertise. At the same time, you’ll always have a dedicated Lead by your side who knows you, supports your development, and helps you shape your next steps.

As a Partner Business Development & Sales Manager (m/f/d), you will further expand our partner business within the AWS ecosystem. Your focus will be on co-selling with AWS and building a curated portfolio of technology partners, particularly ISVs, whose solutions we resell and operate as managed services.

You will develop partner relationships into a strategic growth channel, generate a qualified sales pipeline and manage AWS- and partner-generated opportunities from initial contact through to contract closure.

Your primary work location will be Hamburg or Hanover. Hybrid working and remote work within Germany are possible. At the same time, we value regular face-to-face collaboration within our teams, so a certain level of on-site presence at one of our offices is expected. You should also be willing to travel approximately 20–30% for customer and partner meetings.

Responsibilities

• Build strong relationships with AWS, especially its sales teams and Partner Development Managers, and with the sales teams of our existing partners.
• Identify and qualify AWS- and partner-generated opportunities and manage them through to closure.
• Build a curated portfolio of three to five technology partners, for example in security and observability.
• Manage partner selection, partner agreements, certifications, partner tiers, deal registrations, and margin models.
• Resell ISV solutions, including via AWS Marketplace and Channel Partner Private Offers.
• Develop managed service offerings around partner solutions together with our Managed Services team, so that licenses also generate recurring service revenue.
• Use partner channels, joint account plans, campaigns, and co-selling activities to generate qualified pipeline.
• Work closely with our Alliance Manager, Sales, Pre-Sales, Marketing, Managed Services, and Delivery to ensure transparent pipeline management and reliable forecasts.

Requirements

• 5 - 8 years of experience in partner sales, channel sales, alliance management, or business development in a cloud or IT environment.
• Proven experience with the AWS ecosystem and AWS partner programs, such as co-sell via ACE, AWS Marketplace, or funding programs.
• Experience with ISV partner programs and reseller models, including deal registration, partner tiers, commercial models, and margins.
• Understanding of how partner solutions, licenses, and projects can generate recurring service revenue.
• Commercially minded, independent, and structured working style with a clear focus on net-new business and qualified pipeline.
• Confidence in CRM, pipeline management, forecasting, and collaboration with internal and external stakeholders.
• Fluent German and English skills and willingness to travel approx. 20–30%.

Nice to Have

• Experience with a distributor, ISV partner team, AWS partner, or specialized reseller.
• Practical experience with Channel Partner Private Offers in AWS Marketplace.
• Background or solid understanding of cloud security, observability, managed services, or cloud operations.
• Network of software vendors, AWS contacts, or technology partners across DACH.

We Offer

• Flexible working hours and hybrid work options that fit your lifestyle.
• Work alongside experienced experts, share knowledge, and grow together.
• Take advantage of the Deutschlandticket, JobRad bike leasing, company pension scheme, supplementary health insurance, and an environment that truly values mental well-being.
• Bring your ideas to life, take responsibility, and actively shape the future of tecRacer.
• Be part of an open, supportive culture with regular team events, shared experiences, and opportunities to connect.

About the Company

At tecRacer, we are committed to shaping the future of cloud technology. Our team is passionate about innovation, collaboration, and delivering exceptional results. We offer a dynamic and inclusive work environment where your ideas and contributions are valued.

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Apply now and join our team to make a significant impact in the world of cloud technology.