This is the next generation of managed services — not people watching dashboards, but AI agents operating the cloud, with humans governing the outcomes. Delivered through an AWS-native platform spanning marketplace, SaaS, agent packs, and managed services, Xora is moving from live enterprise pilots toward scaled commercial growth across APAC.

As we build out this business, we are looking for a commercially driven leader to define and execute our go-to-market strategy, drive customer acquisition, and establish repeatable revenue growth through AWS and partner ecosystems.

This is a hunting and relationship-building role focused on partner-sourced pipeline creation rather than partner administration. The successful candidate will identify, recruit, activate, and manage partners, build joint go-to-market plans, and drive opportunities through qualification in collaboration with AWS and internal sales teams.

You will work closely with the Business / GTM Lead, AWS Alliance teams, Presales, and Delivery teams to build a sustainable partner ecosystem that contributes to Xora's growth objectives.

This role will suit a Partner Account Manager, Channel Sales Manager, Partner Sales Manager, Alliance Manager or Partner BDM with a pipeline record or a strong partner / channel motion.

• Identify, map, and prioritize strategic partners including AWS partners, system integrators, managed service providers, resellers, ISVs, and advisory firms.

• Develop partner account plans and engagement strategies to drive business growth and market expansion.

• Recruit, onboard, and activate new partners, moving them from initial engagement to a productive, opportunity-generating relationship.

• Build trusted relationships with partner executives, sales teams, and solution leaders to create long-term business value.

Partner-Sourced Pipeline Generation

• Drive partner-led demand generation initiatives to create qualified sales opportunities.

• Collaborate with partners to identify customer opportunities, develop account plans, and execute joint sales motions.

• Generate and maintain a healthy pipeline of partner-sourced opportunities aligned with business growth targets.

• Track opportunity progression and ensure timely follow-up throughout the qualification process.

• Carry a partner-sourced pipeline target and own opportunity contribution to the funnel

• Work closely with Presales and GTM teams to transition qualified opportunities into active sales pursuits.

AWS Co-Sell & Ecosystem Engagement

• Collaborate with AWS Partner Account Managers (PAMs), Partner Sales Managers (PSMs), and AWS field teams to identify and develop co-sell opportunities.

• Execute joint go-to-market and co-sell activities with AWS and ecosystem partners.

• Leverage AWS partner programs, incentives, and marketplace opportunities to accelerate pipeline creation.

• Act as a key representative of Xora within the AWS and cloud partner ecosystem.

Account Planning & Opportunity Management

• Map partner customer portfolios and identify high-value target accounts.

• Develop joint business plans and pipeline development strategies with partners.

• Maintain accurate pipeline forecasts, partner activity reports, and opportunity tracking within CRM systems.

• Ensure visibility of pipeline performance, partner engagement levels, and opportunity status.

Cross-Functional Collaboration

• Partner with Business/GTM Leads, Presales Architects, Marketing, Delivery, and AWS Alliance teams to support customer acquisition efforts.

• Coordinate partner enablement activities, workshops, and joint customer engagements.

• Provide market intelligence and partner feedback to help refine go-to-market strategies and offerings.

• 4–8+ years of experience in Partner Sales, Channel Sales, Partner Account Management, Business Development, or Alliance Management within cloud, SaaS, managed services, IT services, or technology organizations.

• Demonstrated success in creating partner-sourced pipeline and generating qualified sales opportunities.

• Experience building and managing relationships with partners, distributors, resellers, MSPs, SIs, or technology alliances.

• Strong understanding of B2B enterprise sales processes and partner-led go-to-market models.

• Experience working in fast-paced, high-growth, or startup-like environments is highly desirable.

Technical & Industry Knowledge

• Familiarity with AWS, cloud computing, managed services, SaaS, or enterprise technology solutions.

• Understanding cloud partner ecosystems, channel programs, and co-sell motions.

• Knowledge of AWS partner programs and ecosystem dynamics is preferred.

• Ability to understand customer business challenges and align solutions accordingly.

Skills & Competencies

• Strong relationship-building and stakeholder management skills.

• Hunter mentality with the ability to create opportunities from new and existing partner relationships.

• Excellent communication, presentation, negotiation, and networking skills.

• Strong pipeline management and forecasting capabilities.

• Self-starter who can work independently and thrive in an evolving business environment.

Nice to Have

• Experience working for an AWS Partner, Cloud Distributor, Managed Service Provider (MSP), System Integrator (SI), or SaaS vendor.

• Hands-on experience with AWS co-sell motions, AWS Marketplace, or cloud ecosystem programs.

• Existing network within the AWS, cloud, or technology partner community in Vietnam.

• Experience selling Cloud, AI, Data, Cybersecurity, Managed Services, or Digital Transformation solutions.

• AWS Cloud Practitioner or other cloud certifications.

• Exposure to Financial Services, Banking, Insurance, Manufacturing, Retail, or Enterprise customer segments.

• Experience developing partner-led GTM initiatives and joint business planning programs.