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

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.
• Ability to balance strategic thinking with hands-on deal execution.