Ecosystem Business Development Manager

Tempo Software

Ecosystem Business Development Manager at Tempo; activating new partnerships within AWS and Microsoft ecosystems. Building relationships and go-to-market strategies from the ground up.

Posted 7/24/2026full-timeRemote • 🇺🇸 United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and activating hyperscaler partnerships, particularly with AWS and Microsoft, while employing a data-driven approach to track and report on pipeline success. Strong communication skills facilitate the translation of ecosystem priorities into actionable plans for internal teams.

Highest-signal resume keywords

Hyperscaler Relationship ManagementAWS Marketplace ActivationMicrosoft Partner Center ExperienceBusiness Development in B2B SaaSData-Driven Partnership Strategy

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner ManagementGo-To-Market PlanningPipeline TrackingEcosystem ActivationCo-Sell Program EnrollmentIntegration PrioritizationMarket ResearchSuccess Metrics DefinitionJoint Campaign DevelopmentEnablement Content Creation

Soft Skills

Excellent CommunicationTrust BuildingAutonomyStructured ApproachBusiness Development Instincts

Tools & Technologies

AWS MarketplaceMicrosoft AppSourceAI Tools for ResearchProject Management Software

Industry Keywords

B2B SaaSHigh-Growth EnvironmentPE-BackedVenture-BackedEnterprise PPMSPMITSM

Tech Stack

Tools & technologies

AWSAzureITSM

About the role

Key responsibilities & impact

own the end-to-end activation of new hyperscaler and platform ecosystems, starting with AWS and Microsoft — building the relationship, the paperwork, and the go-to-market plan from the ground up.
Get Tempo listed and transactable on relevant marketplaces (e.g., AWS Marketplace, Azure Marketplace / AppSource), including private offers and co-sell program enrollment (e.g., AWS ACE, Microsoft Partner Center).
Build GTM motions directly with each ecosystem owner's partner and channel teams, identifying the programs, incentives, and joint-selling mechanics that will drive real pipeline.
recruit and activate the ecosystem owner's services partners — regardless of whether they're existing Tempo or Atlassian partners — to sell and deliver Tempo alongside their hyperscaler practice.
Define and track partner-sourced and partner-influenced pipeline for each new ecosystem, and report progress and results to Tempo's leadership team.
Establish pipeline review cadences and reporting frameworks as each new ecosystem matures, ensuring visibility and accountability.
coordinate with Tempo's AEs, SEs, and Marketing to build joint campaigns, co-sell plays, and enablement content tailored to each new ecosystem.
Represent Tempo at hyperscaler partner events, summits, and marketplace programs to build visibility and relationships in each new ecosystem.
Work with Product and Engineering to prioritize the integrations and technical requirements each marketplace and co-sell program needs.
Use AI day-to-day to research and prioritize new partners and prospects, pull together GTM and enablement content faster, and keep pipeline reporting current across multiple ecosystems at once.

Requirements

What you’ll need

7+ years of experience in business development, strategic alliances, or partner management within B2B SaaS.
Direct, hands-on experience standing up or running a hyperscaler relationship — AWS Marketplace/ACE, Microsoft Partner Center/AppSource, or a comparable platform co-sell program.
A track record of activating a new partner or ecosystem relationship from zero — comfortable building the playbook, not just running one that already exists.
Strong business development instincts: able to identify the right people, open the door, and turn early conversations into a structured, repeatable motion.
Comfort working with services partners you don't already have a relationship with, and building trust quickly.
A data-driven approach to partnerships — defining success metrics, tracking pipeline, and reporting results clearly to leadership.
Excellent communication skills, with the ability to translate a new ecosystem's programs and priorities into a clear, actionable plan for internal teams.
Preferred: Experience launching or scaling an AWS Marketplace or Microsoft co-sell/AppSource presence for a B2B SaaS company.
Familiarity with the enterprise PPM, SPM, ITSM, or project management software landscape.
An existing network within AWS, Microsoft, or other hyperscaler partner and channel organizations.
Experience working in a high-growth, PE-backed or venture-backed SaaS environment.
Comfort operating as a senior individual contributor — highly autonomous, structured, and able to create leverage without a large team.

Benefits

Comp & perks

Unlimited vacation in most of our locations!!
Great benefits including health, dental, vision and savings plan.
Perks such as training reimbursement, WFH reimbursement, and more.
Diverse and dynamic teams with challenging and exciting work.
An opportunity to have a real impact on our business.
A great range of social activities (both in person and virtual).
Optional in person meet-ups and the ability to travel to our international offices
Employee referral program
And so much more!