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Isv Marketplace Partnership Manager

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Softcat

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Location:
United Kingdom , Bristol ▼

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Category:
IT - Software Development

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Contract Type:
Not provided

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Salary:

Not provided
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Job Description:

You will sit within the Marketplace Cloud Enablement unit where in this role, you will lead, enhance, and accelerate Softcat's relationships with Independent Software Vendors (ISVs) across the AWS, Microsoft & Google Marketplaces. You'll shape how Softcat engages with vendors strategically, taking responsibility for commercial outcomes, vendor growth plans, joint GTM initiatives, and the overall partner experience. You will represent Softcat externally as a trusted advisor and marketplace expert- proactively identifying opportunities, influencing vendor strategy, and driving revenue through stronger marketplace participation. This role requires a highly driven, organised, and commercially minded individual who can work at pace, travel frequently for vendor engagements, and operate with a high level of autonomy.

Job Responsibility:

  • 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 programmes that maximise revenue and GP
  • 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

Requirements:

  • 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
What we offer:
  • Pension
  • Share incentive plan
  • Life Assurance
  • Healthcare
  • Holiday
  • Trips
  • Vouchers
  • Partner/family Benefits
  • Perklife
  • Maternity, Paternity and Adoption support

Additional Information:

Job Posted:
April 24, 2026

Work Type:
Hybrid work
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