About the Role
Marketplace Cloud Enablement unit– You will lead, enhance and accelerate Softcat’s relationships with Independent Software Vendors (ISVs) across the AWS, Microsoft and Google Marketplaces. You will shape how Softcat engages with vendors strategically, taking responsibility for commercial outcomes, vendor growth plans, joint go‑to‑market initiatives, and the overall partner experience.
What You’ll Be Doing
* Owning strategic ISV relationships to strengthen partnerships, deepen engagement, and unlock commercial opportunity across AWS Marketplace and other marketplaces.
* Developing structured vendor growth plans, including quarterly business reviews, pipeline acceleration strategies, and marketplace‑aligned go‑to‑market activities.
* Leading joint GTM programmes with alliances, marketing and sales to amplify Softcat’s marketplace value proposition.
* Driving commercial outcomes, including negotiating marketplace‑specific terms, funding opportunities, incentives and programs that maximise revenue and gross profit.
* Acting as the escalation and decision point for complex vendor discussions, commercial challenges and strategic blockers.
* Proactively identifying new vendors and categories where marketplace alignment can unlock new business routes.
* Representing Softcat at vendor offices, events, briefings and enablement sessions, requiring regular UK travel and occasional international travel.
* Ensuring strong internal alignment across operations, finance, legal, alliances and sales to deliver a seamless, scalable vendor experience.
* Providing insight and reporting on vendor performance, forecast trends, risk considerations and commercial opportunity across marketplaces.
* Championing continuous improvement, working with operations and commercial enablement to refine vendor processes, data tracking and marketplace best practice.
What We Need From You
* Strong knowledge of cloud marketplaces and ISV partnerships.
* Experience managing senior vendors and commercial relationships.
* Confident negotiating and making commercial decisions.
* Organised, proactive and comfortable working at pace.
* Strong communicator who works well with senior stakeholders and teams.
* Collaborative mindset with a willingness to travel.
Work Flexibility
* Hybrid working – 3 days in the office and 2 days working from home.
* Working flexible hours – flex the start and finish times during the day.
* Flexibility around school pick up and drop offs.
Candidate Support
If you have a disability or neurodiversity, we can provide support or adjustments that you may need throughout our recruitment process or any mitigating circumstance you would like us to consider. Any information you share on your application will be treated in confidence.
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