Amazon Web Services (AWS) is looking for an aspiring leader to join our team and accelerate the adoption of AWS cloud computing services worldwide via partner solutions. As a Senior Alliance Manager for DevOps Technology Partners, you will lead the partnership strategy and co-sell engagement. This role will be a Subject Matter Expert for the assigned partner and their solutions running on AWS. You will be familiar with and help in the creation of overall business plan, goals/KPIs, and effectively leverage other AWS resources to help in the co-selling process to drive field enablement, field alignment and incremental joint opportunities. You will be responsible for the co-selling goal and will be measured on incremental revenue through the assigned partners and will be responsible for managing the overall partnership health and reporting metrics.
We are always looking to improve and we also recognize there are many ways to lead and partner. We’re looking for a Think Big leader with diversity in thought who can add to our company skillset by bringing their unique industry knowledge and creativity to our organization. At Amazon, we live our professional lives by the Leadership Principals. When we hire, we look for those who are Amazonian rather than for someone who fits an exact resume mold. We are looking for someone who can help us create the next version of what it means to be a great partner to our ISVs and is passionate about customers. We will coach the right fit.
You are an accomplished leader with a strong background in technology partnerships and co-selling with partners, field engagement, and marketing collaboration. You will have strong business development, strategic alliances, and entrepreneurial skills. You can demonstrate an ability to build trust, think strategically about new partnership initiatives, and show prior solution and program successes.
This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.
Key job responsibilities
- Together with the overall partner team, define and execute a business plan to help our most strategic technology alliances transform and grow their businesses for SaaS and Cloud.
- Orchestrate different resources within the AWS organization to support all aspects of the partnership including product integration and build activities that create/ maintain a long-term, scalable joint model for partnership scaling and customer success.
- Collaborate with sales and partner teams to qualify, develop, and execute vertical and horizontal campaigns to generate new business opportunities in North America.
- Build regional and vertical field collaboration and be the "Go To" resource to ensure key high-profile joint sales opportunities are sourced, developed and closed.
- Drive AWS Marketplace (AWSMP) enablement and make AWSMP the priority procurement tool for your partners.
- Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between the ISV partners and the AWS field organizations.
- Lead regular pipeline reviews to ensure pipeline information is thorough and accurate according to AWS’ sales cycle stages. Hold business reviews with both ISV and AWS sales teams to identify best practices and lessons to be learned.
- Broker internal resources, tools, references and/or investments needed to execute on the business plans.
About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of developing, negotiating and executing business agreements experience
- Experience explaining complex technical concepts to various business and technical audiences
- 5+ years of working with Observability, DevOps, Data and Analytics related technologies, including, but not limited to, AI/ML, GenAI, Analytics, and SaaS solutions experience
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, East Palo Alto - 162,700.00 - 220,200.00 USD annually
USA, CA, San Francisco - 162,700.00 - 220,200.00 USD annually
USA, CA, Santa Monica - 147,900.00 - 200,100.00 USD annually
USA, IL, Chicago - 147,900.00 - 200,100.00 USD annually
USA, MA, - 147,900.00 - 200,100.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
