Partner Development Manager (AWS & IBM)

Leesburg, VA

Questions? Feel free to contact recruiting@vertosoft.com.

Join our rapidly growing team!

Vertosoft is a small business focused on accelerating the adoption technology in Government. Consistent with our dedication to government customers, Vertosoft has deep knowledge and experience supporting all phases of the government acquisition life cycle. Strategic sourcing is our forte, streamlining the time required to provide critical technology and services to government end users at reduced prices.  We provide the flexibility, agility, and responsiveness of a small company with the experience of a large organization.  Vertosoft’s staff is widely respected and relied upon for its professional, ethical business approach.  Our success is based upon the leadership of a highly-experienced management team.  Our current staff has deep expertise in both meeting each agency’s specific requirements and the technology to satisfy those needs.

At Vertosoft, we believe in fostering a driven, dynamic, and balanced culture that emphasizes our commitment to both professional excellence and adaptability as well as personal well-being. Employees are encouraged to give their best effort in their professional roles, ensuring high performance and productivity. At the same time, Vertosoft values the importance of relaxation and fun, promoting a balanced work-life environment where team members can unwind and enjoy social activities together. This approach not only boosts morale but also strengthens team cohesion and fosters a positive workplace atmosphere.

Vertosoft is an Equal Employment Opportunity Employer. Vertosoft will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.

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Overview

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Vertosoft is seeking a Partner Development Manager (AWS & IBM) to manage and grow our relationships and programs with two of our most strategic technology partners. This role will work closely with AWS and IBM partner teams, Vertosoft Account Managers, and Independent Software Vendors (ISVs) to ensure our sales organization is fully equipped to leverage both ecosystems.

This role focuses on educating, enabling, and supporting Vertosoft Account Managers so they can build and execute AWS- and IBM-aligned go-to-market strategies with their ISV partners.

Job Responsibilities

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AWS & IBM Partnership & Program Leadership

  • Serve as Vertosoft’s primary liaison to AWS and IBM for partner programs, competencies, and scorecard management.
  • Manage both AWS and IBM program requirements, benefits, and reporting.
  • Oversee AWS Marketplace and IBM Marketplace (or equivalent) listing operations, ensuring ISV storefronts are optimized, compliant, and effective.
  • Track and leverage funding programs (MDF, POC credits, enablement days, etc.) to support AM-led GTM activities.
  • Maintain awareness of new AWS and IBM partner initiatives, bringing relevant opportunities to Account Managers and ISVs.

Enablement & Support for Vertosoft Account Managers

  • Collaborate with Account Managers to develop AWS- and IBM-aligned strategies for ISV partners.
  • Provide enablement sessions, training materials, and playbooks to help Account Managers execute on partner programs effectively.
  • Participate in AM–ISV planning calls to advise on program alignment, co-sell motions, and marketplace optimization.
  • Act as the subject matter expert on AWS and IBM programs, policies, and best practices.
  • Proactively share program updates, deadlines, and opportunities to maximize partner engagement.

Program Operations & Reporting

  • Build and maintain repeatable processes for AWS and IBM program adoption, engagement tracking, and reporting.
  • Measure program participation, marketplace performance, and enablement impact.
  • Deliver quarterly updates to leadership summarizing AWS and IBM engagement, wins, and growth opportunities.

Required Qualifications

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  • 5+ years in partner management, alliances, or cloud ecosystem roles (AWS, IBM, or similar).
  • Strong understanding of cloud partner programs, co-sell motions, and marketplace models.
  • Proven track record in sales enablement, channel development, or partner program management.
  • Ability to influence without direct authority and work effectively across multiple stakeholders.
  • Excellent communication and presentation skills.
  • Strong organizational and project management capabilities.

Preferred Qualifications

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  • AWS Partner Accreditation or AWS Cloud Practitioner Certification; IBM partner program familiarity or certification.
  • Experience working with ISVs in a channel or alliance capacity.
  • Public sector experience and knowledge of compliance frameworks (FedRAMP, etc.).
  • Familiarity with government procurement processes.

Success Criteria

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  • Increased AWS- and IBM-aligned revenue through AM-led ISV engagements.
  • High adoption of AWS and IBM programs, tools, and funding options by Account Managers.
  • Positive feedback from AMs and ISVs on partner program support.
  • Strong partner scorecard performance with AWS and IBM.