AWS Alliances Director

Title: AWS Alliances Director

Location: Edison, NJ (onsite)

Fulltime Position

Role Overview

The AWS Alliance Director is a senior business leader responsible for managing the partnership with AWS in the region. The role encompasses managing stakeholders, partner relationship and interlocks with AWS partner/sales/industry/technology stakeholders. Responsibilities including preparing joint partnership strategy & business plan, joint scorecard and key metrics, joint strategic initiatives and programs, managing salesforce hygiene, funding management, periodic governances/QBRs and cadences with AWS, expanding sales engagement with AWS teams, and ensuring Client recognition within the partner ecosystem. This role is pivotal for nurturing and scaling the Client-AWS partnership, ensuring operational excellence, and delivering measurable outcomes for both organizations

Remember to check your CV before applying Also, ensure you read through all the requirements related to this role.

Key Responsibilities

• Partnership Strategy & Business Growth
• Drive the expansion and impact of the Client-AWS partnership by collaborating closely with AWS field teams, PDM/PSM/AE teams, and Client sales, industry, and solution units
• Develop and track key partnership metrics and targets vital for joint success in the region
• Facilitate the creation and execution of Joint Business Plans, Go-To-Market strategies, and strategic initiatives in tandem with BU Sales and Marketing teams
• Field Engagement & Opportunity Management
• Lead on-the-ground field engagements and interlocks with Industry Solution Units and Major Markets to identify and drive joint opportunities
• Organize knowledge roadshows, enablement programs, and partnership awareness campaigns to amplify the partnership's presence and value proposition
• Orchestrate engagement programs and ensure the Client team is informed about new AWS programs, strategic shifts, leadership updates, and relevant partner insights
• Funding and Investment Management
• Own and manage AWS partner funding discussions, ensuring optimal utilization of partner investments and funding avenues (including SCAs and new funding programs)
• Conduct funding and evangelization sessions for all Client stakeholders, channeling partner funds to maximize benefits for both joint customers and Client
• Monitor and drive SCA KPI achievement, ensuring successful outcomes for the partnership
• Strategic Initiatives, SCA, events
• Drive and execute SCA outcomes in the region
• Plan and execute joint initiatives with AWS around Industry and Technology EBCs, Executive Visioning Workshops, Immersion Days, EBA workshops, etc.
• Plan Client participation in AWS events from AWS engagement standpoint, ensure visibility and engagement with the AWS leaders and stakeholders, ensure Client visibility into AWS stage/forums/platforms/networking events
• Operational Excellence & Governance
• Maintain operational rigor, including Client-AWS Salesforce data hygiene, ensuring accuracy, timeliness, and appropriate recognition for joint wins and pipeline contributions
• Oversee governance activities, such as leadership calls, QBRs, cadences, and reviews with Client and AWS stakeholders across regions and functions
• Lead post-cadence follow-ups and ensure proper documentation and process management within the AWS Partner Portal for all joint activities
• Collaboration & Ecosystem Engagement
• Collaborate with Client and AWS leadership to expand the engagement model and grow the joint footprint in North America
• Act as the main point of contact for all AWS partner-related init iatives, facilitating meetings, pipeline reviews, and deal workshops

Required Experience & Qualifications

• 13+ years of experience in enterprise technology services, cloud sales, alliance/partnership management, or transformation leadership.
• Demonstrated success in driving hyperscaler-led growth, preferably with AWS.
• Experience in Relationship management, cloud technologies, and ecosystem-led growth/sales
• Strong business acumen with ability to translate strategy into execution
• Good Sales acumen through prior sales/customer-facing roles and understanding of business needs
• Experience working with hyperscalars (especially AWS) for joint GTM, sales, strategy, execution
• Experience working with field sales, delivery, Industry, Products, Marketing teams and leadership stakeholders
• Must have an understanding of cloud technologies like AWS, Azure, Google Cloud and be able to speak the cloud language
• Ability to engage well with hyperscalar as well as sales in the field
• Understanding of strategic initiatives, AWS partner programs
• Experience enabling and executing Joint Business Plans GTM & Cadences
• Strong planning, prioritization, and execution discipline
• Good understanding of Business Metrics and KPIs to drive growth. Ability to Analyze, Track and report performance against agreed growth metrics
• Flexibility to manage & Lead multiple workstreams and stakeholder expectations.
• Proactive with outcome-driven approach
• Ability to learn and Train - Training and Enablement initiatives on partner tools and solutions. AWS Partner Funding & Investments programs.
• Good to have Prior experience in handling partner relationships in Infrastructure / Software /Cloud space
• Must have good Interpersonal communication skills, Learning agility, good verbal and written / presentation making skills (developing presentations as well as delivering in forums/meetings/reviews).
• Must have flexibility for working hours and to accommodate spikes in deliverable asks and outcomes as well as to accommodate ecosystem holders availability.
• Must have flexibility to take on additional work threads based on needs of the partnership function and demands of the evolving ecosystem.
• Good Understanding of AWS Partner Model & ISVs
• AWS Certifications - Cloud practitioner certification, AWS AI ML Certification
• Executive-level communication skills with the ability to translate technology into business impact.
• Ability to be located in / relocate to Edison, New Jersey for this role.

Preferred Attributes

• Experience operating as Hyperscaler Leader in a GSI or GSI leader in Hyperscaler consulting environment.
• Familiarity with AWS co-sell motions and partner programs. xhyhwjd
• Ability to balance strategic thinking with hands-on deal execution.