The Role
Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.
The Strategic Partner Manager, Cloud Marketplaces is responsible for activating, managing, and growing Emburse’s cloud marketplace partnerships, with a primary focus on AWS. This role will drive marketplace-led distribution, revenue growth, and partner-sourced pipeline through strong execution across partner enablement, go-to-market strategy, and cross-functional alignment.
While AWS will be the core partnership, this role is not limited to a single marketplace. You will identify, evaluate, and onboard additional cloud marketplace partners as part of the broader Emburse Partner Community, ensuring scalable, repeatable marketplace motions that support long-term growth.
You will own the end-to-end partnership lifecycle—from strategy and commercial structure through marketplace activation, GTM execution, and ongoing optimization—working closely with internal teams and external partners to deliver measurable impact.
What you'll do :
- Execute the cloud marketplace partnership strategy, with primary responsibility for AWS partnerships
- Activate, manage, and scale AWS marketplace motions, including listings, private offers, co-selling, and partner-led pipeline development
- Identify and evaluate additional cloud marketplace opportunities to expand Emburse’s Partner Community beyond AWS
- Develop and execute joint GTM strategies with cloud partners that drive adoption, revenue, and co-selling success
- Enable internal sales teams and partner sales teams with clear messaging, training, incentives, and marketplace-specific sales plays
- Lead cross-functional collaboration with Sales, Product, Marketing, Legal, Partner Ops, and RevOps to support marketplace launches and ongoing execution
- Oversee marketplace onboarding, operational readiness, and compliance requirements to ensure smooth partner activation
- Monitor partnership performance, pipeline health, and revenue contribution, continuously optimizing programs and execution
- Serve as the primary point of contact for cloud marketplace partners, building strong relationships and influencing senior stakeholders
- Stay informed on cloud marketplace trends, programs, and best practices to continuously evolve Emburse’s partner strategy
What we're looking for :
- Education:
- Required: Bachelor's Degree
- Preferred: Degree in Business or related field preferred
- Experience:
- 3+ years of experience in partnerships, business development, or strategic sales within SaaS or technology companies
- Proven experience working with AWS partnerships and/or cloud marketplaces
- Experience driving marketplace listings, co-sell motions, and partner-led revenue
- Familiarity with cloud ecosystems and partner programs; AWS Marketplace experience strongly preferred
- Certifications:
- Required: None
- Additional Eligibility Qualifications
- Demonstrated success activating and scaling cloud marketplace partnerships
- Strong understanding of marketplace commercial models, private offers, and co-selling motions
- Ability to influence and enable partner and internal sales teams
- Strong commercial negotiation skills with attention to margin and scalability
- Excellent written and verbal communication skills
- Highly analytical, organized, and comfortable managing multiple initiatives simultaneously
- Strong cross-functional collaborator with experience working closely with Product, Sales, Marketing, Legal, Partner Ops, and RevOps
- Adaptable, proactive, and effective in fast-paced environments
Why Emburse?
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize
their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-
world challenges.
• A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that
supports your success.
• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making
for businesses everywhere.
Shape your future & find what’s next at Emburse.
Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.
Similar Jobs
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.
