Full-Time
Channel Partnerships Manager AWS
AWS Partnerships
Posted on 11/25/2025
Pump
51-200 employees
AI-driven AWS cloud cost optimization
Compensation Overview
$110k - $160k/yr
San Francisco, CA, USA
In Person
 DevOps & Infrastructure (1) |
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- 5–10 years of experience in channel sales, partnerships, or alliances within cloud or SaaS.
- Proven track record of building AWS strategic partnerships.
- Strong understanding of AWS marketplace, cloud economics, and consumption models.
- Ability to collaborate cross-functionally across sales, product, and marketing teams.
- Excellent negotiation, relationship management, and presentation skills.
- Develop and execute a strategic partner plan with AWS to drive pipeline and revenue growth.
- Build strong relationships with AWS partner managers, solution architects, and business development teams.
- Manage joint GTM initiatives, including co-selling, co-marketing, and solution development.
- Negotiate and structure strategic partnership agreements.
- Own the partner business planning cycle and deliverables.
- Track performance, ROI, and partner-influenced revenue.
- Enable internal sales and customer success teams to leverage AWS partnerships effectively.
- AWS Cloud Practitioner or Solutions Architect certification.
- Experience scaling partnerships at a high-growth startup or mid-size tech company.
Pump automates cloud cost savings for AWS using artificial intelligence to identify and apply cost-saving strategies without any engineering input from clients. It analyzes usage, selects optimization plans, and applies them automatically, serving businesses that spend roughly $1,000 to $200,000 per month on AWS. The platform uses group billing to pool savings across customers and charges a fee based on the savings it secures, with a 30-day money-back guarantee if commitments aren’t met. Its goal is to democratize FinOps by delivering hands-off, scalable cost optimization for a wide range of businesses, and it is trusted by over 50 Y Combinator-backed companies.
Company Size
51-200
Company Stage
Seed
Total Funding
$4.1M
Headquarters
San Francisco, California
Founded
2022
Simplify's Take
What believers are saying
- FinOps automation expanding to non-compute services like storage and data transfer.[1]
- Multi-cloud expansion into GCP, Azure, and emerging providers like Oracle Cloud.[3]
- Vertical-specific optimization modules command premium pricing beyond group-buying model.[1]
What critics are saying
- AWS launches native AI cost optimization tools, eliminating Pump's primary value proposition.[1]
- Competitors launch free freemium tools with deeper AWS integration undercutting Pump.[2]
- Over 50% revenue from Y Combinator startups creates concentration risk during downturns.[3]
What makes Pump unique
- AI automates AWS cost optimization without engineering effort or upfront costs.[1][2]
- Group buying model applies collective volume discounts across all Pump customers.[2]
- 30-day money-back guarantee eliminates financial risk for new customers.[6]
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Benefits
Health Insurance
401(k) Retirement Plan
Unlimited Paid Time Off
Paid Sick Leave
Performance Bonus
Stock Options
Professional Development Budget
Hybrid Work Options
Growth & Insights and Company News
6 month growth
↑ 5%1 year growth
↑ 17%2 year growth
↓ -4%Cloud computing is an integral part of business operations, but managing the escalating costs has become a major challenge for many startups. Enter Pump, a revolutionary company that promises to slash your runaway cloud computing costs. Founded by Spandana Nakka, Pump is not just another cloud-based business; it’s a game-changer that’s making a profound impact on how companies manage their cloud expenses.Pump’s journey begins with Nakka, a repeat founder who knows firsthand the perils of cloud bills spiraling out of control. In her previous venture, which was RD- and AI-heavy, they relied on every available cloud provider to exploit free credits, a common starting point for many startups. However, as those credits dwindled, they found themselves ensnared in the costly labyrinth of cloud services. Nakka and her team envisioned a solution that would not only save cloud costs but also provide value to end-users.Their original plan was to build a credit card that could harness insights from cloud bills, offering users a way to save costs
Pump founder Spandana Nakka helps SMEs band together to buy cloud capacity PumpSan Francisco-based start-up Pump wants to become the “Costco of cloud computing”. The business, launched earlier this year, says it can reduce the cloud bills of small and medium-sized enterprises (SMEs) by up to 60%, simply by enabling them to buy as a group rather than individually.“While it’s really easy to start a business in today’s world, with no need to invest large sums upfront in technology as you spin up, your cloud costs will soon begin to add up,” warns Spandana Nakka, CEO and founder of Pump. “It can also be really difficult to figure out where those costs are coming from.”There are potentially huge sums at stake. Research published by analysts at Gartner suggests cloud spending worldwide will reach $600 billion this year, as more and more enterprises embrace the idea of buying their technology capacity online, as and when they require it, rather than installing expensive on-premise hardware and software.For many SMEs, cloud now accounts for more than 10% of their total spending, Nakka says. Only employee costs make a bigger dent on the bottom line.Pump’s solution is built on the pricing structures at AWS, the giant cloud provider that dominates the SME market. It offers cheaper rates for cloud capacity to larger organisations that are able to commit in advance to buying significant amounts of capacity over 12-month periods