Field Alliance Manager, Central – Amazon Web Services

2nd Watch, Inc. - Austin, TX

Who is 2nd Watch?

2nd Watch is an AWS Premier Partner and Microsoft Azure Gold Partner, providing managed cloud services to enterprises and a recognized leader among Managed Cloud Providers (MSPs). The company's subject matter experts, software-enabled services and cutting-edge solutions provide companies with tested, proven, and trusted solutions, allowing them to fully leverage the power of the public cloud seamlessly and within their own organizational constraints. 2nd Watch solutions are high performing, robust, increase operational excellence, decrease time to market, accelerate growth and lower risk. Its patent-pending, proprietary tools automate everyday workload management processes for big data analytics, digital marketing, line-of-business and cloud native workloads. 2nd Watch is a new breed of partner which tailors solutions for enterprises, including design, deploy and managed cloud solutions. 2nd Watch has more than 400 enterprise workloads under its management and more than 200,000 instances in its managed public cloud. The venture-backed company is headquartered in Seattle, Washington. To learn more about 2nd Watch, visit or call 888-317-7920.

Why 2nd Watch?

2nd Watch is in growth mode, and we are looking to build out our existing teams this year. From Managed Cloud Services to Cloud Enablement, Operations, Application Development, DevOps, Automation, Product Development, and everything in between…we are looking for superstars. Our teams are setting industry-level standards around AWS product management and delivery, and we are looking for like-minded, focused candidates to join us. We're building our team with talented and passionate Cloud Consultants who will have the opportunity to help shape and deliver on a broad use of Amazon's utility computing web resources.

Where you fit:
2nd Watch has a unique company culture and working environment that live and breathe success and promote pushing the envelope every day in your respective role at the company. This is what drives our teams. Getting our attention takes creativity, ingenuity, a desire to improve each day, and a track record of caring about who you are affecting both positively and negatively while you are getting the right stuff done.

We are looking for a the most technically forward-thinking, Cloud-Passionate employees in the world and work daily to align our core values with those that we hire - Fearlessness, Tenacity, Humility, Customer Focus, Empowering One Another, Working Together, Winning as a Team, Honesty, Transparency, Having FUN – these are all key elements to who we hire.

Position Title:
Amazon Web Services Alliance Manager

This is an exciting opportunity for an Alliance Manager to join the 2nd Watch team in a fast paced, growth stage business that is accelerating its well-regarded leadership position in a game changing industry. The role will report to the Director, Field Alliances and will be responsible for building, managing, and expanding relationships and programs with Amazon Web Services. You will be responsible for managing communications and best practices between internal and external teams to help drive sales achievement.

We are looking for someone who enjoys variety, thrives on molding ambiguity into meaningful action, brings energy and team oriented enthusiasm to their work, and has demonstrated experience in managing a book of business in the technology space. This role will provide the right candidate the opportunity to contribute and grow in an environment surrounded by smart, driven, and fun people; while having a tremendous impact on company-wide execution that brings the right outcomes for our clients and our business. A successful candidate will have a proven track record of building, growing, and managing relationships with enterprise technology vendors.

We're hiring an exceptional Alliance Manager to work with our most important partner, Amazon Web Services. 2nd Watch puts our customers first and we obsess over ensuring their trust is our first priority. To earn that trust in a constantly changing technology arena like cloud-computing, it requires building a world-class team to tackle unforeseen challenges.

The ideal candidate is someone who…

Enjoys working in a rapid growth environment
Operates with the highest levels of integrity
Is a natural leader who thrives on bringing clarity, focus, and action to new and existing issues
Thinks Big and takes on Big Challenges
Has a continuous thirst for knowledge and is a perpetual learner
Is a World Class Communicator across every facet of the organization
Strives to make themselves and everyone around them better
Is Selfless, thinks team first, and has a relentless drive to "win"
Has a passion for selling services and software to large enterprises

Understanding the partner organization and sales process at Amazon Web Services
Executing a cadence with Amazon Web Services in order to communicate our value proposition, update on our field-team and the 2nd Watch Sales Process
Executing tactical field activities that build relationships with AWS and 2nd Watch teams
Communicates and coordinates updates on 2nd Watch new offerings, wins, and capabilities to AWS
Serves as the primary liaison between 2nd Watch and the Partner Sales Personnel at AWS (Enterprise, Mid-market, Alliance, Marketing and Incubation teams) and AWS Product Teams (EC2, MarketPlace, Billing, etc.)
Collaborates with 2nd Watch market-based Regional Territory Managers (RTMs) and Account Managers (AMs) to drive consistency in brand, metrics, and Go-To-Market (GTM) messaging
Identifies and collaborates on conference and event strategy (AWS re:Invent, Summits, etc.), including award submissions, client use case submissions, demand generation, networking events and executive meetings surrounding the AWS relationship
Serves as 2nd Watch brand ambassador to identify opportunities to present, sponsor, or co-market events
Manages the Partner Competency Program and coordinates partner-enablement for certifications
Responsible for pipeline reporting, leveraging AWS APN Network
Establishes performance standards, scorecards and data gathering required to evaluate and manage performance of the partnership
Identifies opportunities to leverage partner funding and works with local market leaders to apply funds to existing client opportunities
Coordinates with 2nd Watch local RTMs, Account Management, Marketing, Product Development and Delivery Teams to meet defined performance, engagement, and revenue growth objectives
Deeply engaged with 2nd Watch sales and account management organization to support achievement of bookings targets and new client acquisition targets.
Responsible for rolling out to our RTM and delivery teams the most recent and reoccurring programs that AWS offers (POC, MDF, AWS MAP, etc.)
Proactively assesses, clarifies, and validates AWS and 2nd Watch needs on an ongoing basis and works to manage channel conflict
Executes joint marketing events and initiatives alongside local 2nd Watch Marketing and/or Cross-Market Alliance Marketing
Travel to events to represent 2nd Watch – up to 50% travel may be required
Other duties as assigned

5+ years combined experience in channel, business development, or consulting services
Self-starter with natural networking skills (charisma and high energy)
Highly focused on customer success and the ability to tell that story to partners.
Strong interpersonal skills and comfort working with cross-functional teams
Experience developing partner programs and support infrastructure with proven success in delivering GTM strategies and results
Expertise in partner/channel pipeline development and management skills with keen attention to detail
General understanding of foundational technologies (cloud, compute, database, visualization, etc.)
Strong executive presence, ability to manage up, and experience presenting at the executive level
Excellent oral and written communication skills and the ability to persuasively articulate 2nd Watch values as an AWS partner.
Excellent problem solving and negotiation skills

Benefits and Perks:
Beyond an amazing, collaborative work environment, great people and inspiring, innovative work, we have some great benefits and perks:
Competitive salaries and all employees are bonus eligible
401(k) with company stock plans to all employees
100% paid medical, dental and vision coverage for all employees and 85% paid for family, along with other wellness and disability plans
Open Time Off Policy– We let you manage yourself.
Catered lunches, fully stocked kitchens, focus on Philanthropy and giving back to the communities we support