Director, AWS Alliance Lead

About Our Client

Our client is a global digital engineering and technology services leader known for helping organizations navigate complex digital transformations. Operating since the mid-1990s, the company has grown to over 18,000 employees globally, maintaining a stable business model that consistently delivers year-over-year revenue expansion well past the billion-dollar milestone. The organization prides itself on a unique, flat, and fluid corporate culture defined by a total absence of rigid organizational charts or titles in email signatures. Everyone is treated as a valued colleague, fostering an environment of open communication, casual cross-functional collaboration, and continuous innovation, particularly across cutting-edge artificial intelligence and cloud technologies.

The Opportunity

This is a newly created, highly visible executive opportunity designed for an entrepreneurial leader to build, establish, and scale the company's AWS alliance function and go-to-market strategy in North America from the ground up. Following a strategic organizational restructuring, leadership has identified a major growth opportunity in the United States, making this role a premier commercial priority. Rather than managing an inherited or administrative partner program, you will act as a true pioneer, owning the entire revenue-generating pipeline from initial relationship development and co-sell lead creation to strategic business development and deal closure. This role offers immense strategic influence, direct exposure to global executive leadership, and the long-term runway to eventually recruit and scale a complete operational alliance team in the region.

The Location

This position features a hybrid or remote structure with geographical placement prioritized around key cloud ecosystem hubs, specifically targeting Seattle, Washington as the first choice, followed closely by the San Jose/Bay Area in California. Secondary market considerations include New York and Atlanta. Because this role functions as the primary, high-visibility face of the alliance organization to major hyperscalers and senior corporate stakeholders, it requires a significant travel commitment of approximately 30% to 45%. Travel will include regular trips to partner headquarters, key client sites, corporate offices, and industry events, alongside occasional international travel to meet with executive alliance leaders in Europe. Complete relocation reimbursement assistance is available for candidates moving to a primary preferred market.

What You Will Do

• You will own and drive the overarching AWS cloud partnership strategy in the Americas to unlock net-new revenue streams and accelerate co-selling business development.
• You will build and cultivate active, meaningful, executive-level relationships with Director, VP, and sales leadership decision-makers within the AWS ecosystem to ensure immediate, responsive engagement.
• You will orchestrate the entire commercial alliance motion, transitioning developed leads into active business development opportunities and driving them through to successful deal closure before handing them off to account management teams.
• You will design and execute forward-looking joint go-to-market plans, co-branded campaigns, and targeted partner events tailored to key industries such as manufacturing, retail, and financial services.
• You will collaborate cross-functionally with internal business units, global software delivery teams, and specialized AI practice groups to perfectly align partner offerings with complex client needs.
• You will navigate hyperscaler funding mechanisms, optimize training and certifications, and meticulously manage program tiers to elevate organizational standing within partner networks.
• You will track, analyze, and report on all partner-influenced and partner-sourced revenue metrics using standardized platform tools like AWS ACE.
• You will serve as a prominent brand ambassador, representing the organization and presenting at major technology conferences, partner summits, and executive briefings.
• You will establish the foundation of the North American alliance division, shaping its operating model and steering the long-term hiring and development of supporting operational team members.

Who You Are

• You are a seasoned technology sales and alliance executive bringing 15 to 23 years of total experience within the IT services, consulting, or digital transformation sectors.
• You possess at least 5 years of dedicated leadership experience directly managing cloud alliance programs, partner ecosystems, or cloud-focused co-sell environments.
• You have a proven track record of absolute revenue ownership, with demonstrated success utilizing partner networks to discover, develop, and close enterprise-level software or consulting deals.
• You command a deep, active personal network of established professional connections among Director and VP-level leaders, sales executives, and alliance stakeholders inside AWS.
• You possess a comprehensive understanding of enterprise cloud infrastructure and modern technical domains, including digital transformation, data analytics, DevOps, and advanced AI/ML applications.
• You are a naturally collaborative, non-hierarchical communicator who can command executive presence in the boardroom while seamlessly building trust with cross-functional global teams across multiple time zones.
• You are an adaptive, autonomous builder who thrives in ambiguous environments, views challenges through a strategic lens, and genuinely enjoys creating systems from scratch.
• You hold a valid passport and are completely comfortable adapting to a high-visibility role requiring regular regional and occasional international travel.

The Ideal Candidate

The ideal candidate is a high-impact, business development-focused alliance executive who has either spent significant time working directly inside AWS or has successfully built an AWS alliance practice within a prominent global IT systems integrator or consulting firm. This individual is not an administrator; they are a highly commercial hunter who can pick up the phone, secure an immediate response from key AWS stakeholders, and transform that relationship into co-sourced pipeline and closed business. They are a compelling storyteller capable of aligning complex cloud architectures with business outcomes, and they possess the rare blend of strategic vision and roll-up-your-sleeves execution necessary to launch a major geographic division from the ground up.

Why Join the Team?

This position represents a rare chance to step into a stable, rapidly expanding, publicly traded global enterprise and act as the foundational pioneer for its next major geographic expansion. You will have the unique autonomy to build a new division, direct strategic investment, and directly influence a corporate vision aimed at massive multi-billion-dollar growth over the next decade. The company provides a vibrant, inclusive culture that rejects corporate bureaucracy, emphasizes genuine work-life integration, and completely funds comprehensive medical, dental, and vision coverage for the individual employee while subsidizing the vast majority of family dependent coverage. Additionally, the company fosters long-term wealth accumulation through an attractive corporate stock purchase program alongside generous paid time off and federal holiday allocations.

About Naviga Recruiting & Executive Search

Naviga Recruiting & Executive Search is a leading provider of Contingent Workforce Solutions, Executive Search, Leadership and Individual Contributor hiring, empowering businesses to achieve their strategic objectives through expert talent acquisition. Our specialties include sales, marketing, finance/accounting and operations hiring. With a commitment to excellence and a deep understanding of market trends, Naviga Recruiting & Executive Search helps organizations build high-performing teams and navigate complex workforce challenges. Naviga Recruiting & Executive Search specializes in U.S. Hiring for Global Businesses.