Strategic Partner Manager, Emburse
Cloud Marketplaces
AI-powered expense intelligence
Open for applications
AI-powered expense intelligence
501-1000 employees
Open for applications
501-1000 employees
Company mission
To deliver the greatest business value for our customers and make the lives of professionals easier through innovative expense management, business travel, accounts payable, and payment solutions.
Role
Who you are
- Required: Bachelor's Degree
- Preferred: Degree in Business or related field preferred
- 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
- 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
What the job involves
- 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
- 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
Our take
Keeping track of spend is a vital capability for businesses - one that has been complicated by the switch to digital payments, an increase in remote working, and inflation, among other things. Emburse supplies a platform to manage and optimize spend, that removes the need for manual processes, speeding them up whilst keeping them compliant and delivering insights into spend trends.
Emburse's platform covers travel, employee and centralized spend, with a range of capabilities including automated purchasing, technology assisted human audit, and smart data reporting. Thousands of organizations make use of the company's offering, with notable clients including Microsoft and Bosch, and it has been recognized as an industry leader - all boding well for its future.
Steph
Company Specialist at Welcome to the Jungle
Insights
-5% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Aug 2016
$0.2m
SEED
Mar 2016
$0.2m
SEED
Total funding: $4.5m
Company benefits
- Generous paid time off for every employee and flexible work schedules
- Volunteering opportunities
- Paid leave for new parents
- Medical, dental, vision, disability and life insurance plans
- Health savings accounts (HSA)
- Generous match to pre- or post-tax retirement savings accounts
- Financial planning services
- Flexible spending accounts
- Program in partnership with eCornell to grow their knowledge and their careers
- Quarterly outings and Friday get-togethers to build a strong community at work
- Delicious supply of snacks and beverages
Company HQ
Miracle Mile, Los Angeles, CA
Leadership
Marne Martin
(CEO & Board Member)Non Executive Board Member at Riskonnect. Former CSOP and President of IFS, and CEO at WorkWave.
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