Prin. ProServe Ptr Lead, BCAPs, ProServe Partner Organization

Description
Application deadline: Sep 13, 2026
Would you like to be part of a team that is redefining the Cloud industry by building and coordinating the Amazon partnering strategy with the Business Consulting and Advisory Partners (BCAP)? These include partners such as McKinsey & Company, Boston Consulting Group, and Bain & Company to name a few. Amazon Web Services is leading the next paradigm shift in artificial intelligence and BCAPs will play a critical role in AWS’s future growth. We are looking for world-class candidates to strategize, manage and scale ProServe within our Business Consulting and Advisory (BCAP) partners. Do you have the business savvy and consulting experience necessary to position Client business outcomes enabled by Amazon and the AWS platform? You will work directly with BCAP partners to drive exponential growth by linking Business Consulting with Technology Implementation on the AWS platform.
As a ProServe BCAP Partner Leader within Professional Services, you will collaborate with cross functional teams to develop and execute a strategic BCAP partner plan; inclusive of deal origination, and coordination of strategic pursuits. You will be responsible for landing the BCAP + ProServe strategy, driving early stage opportunities, pipeline origination, co-selling with the BCAP, regular pipeline management, opportunity registration, and business reviews.
You will originate and lead several strategic pursuits simultaneously, interfacing with BCAP alliance peers. You will serve as the ProServe BCAP partner subject matter expert, supporting ProServe directly in your pursuits and as needed by adjacent BCAP alliance peers.
Key job responsibilities

• Build and shape the BCAP + ProServe Professional Services strategy on the AWS platform, in alignment with the AWS Partner Organization, BCAP, and Strategic Collaboration Agreements.
• Work with your BCAP AWS Alliance team and Partner to define, execute and report on joint sales attainment and go to market programs that drive incremental Annual Recurring Revenue (ARR) and ProServe. ASP and ProServe operate together.
• Serve as a key member of the specific BCAP Alliance team, help define and deliver the joint strategy and supporting collateral.
• Develop a deep understanding of the BCAP partner capabilities, culture, and ways of working that enable origination of incremental strategic pursuits and associated ARR and ProServe. Earn trust and develop a relationship set.
• Drive origination, initiated primarily by the BCAP. This role is the onramp for AWS Account Teams to work effectively with the BCAP. This is inclusive of, but not limited to:
• Shape initial Client value hypothesis and journey with BCAP peer.
• Prepare and create value equation for both account teams with BCAP peer.
• Facilitate initial account team session(s) with BCAP peer.
• Facilitate workshop(s) that build depth of proposition with BCAP peer.
• Describe, position and initiate available funding aligned to Client journey.
• Ensure joint scope and Proposal formulation.
• Commercial support of initial booking.
• Support the building and scaling of the ProServe BCAP Practice including repeatable contractual and process mechanisms.
• Align key territory ProServe leaders required to execute BCAP Alliance team strategy.
• Position AWS for internal use by the BCAP partner organization.
• Ensure that AWS is the BCAP partner’s preferred cloud computing platform across all key pursuits and alliance initiatives.
• Understand, use, and advocate for the use of salesforce.com and other internal Amazon systems.
• Prepare and give business reviews to the senior executive management team.
• Participate in complex contract negotiations and serve as a liaison to operational and legal teams.