Job Description

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.

ClifyX

Latest Jobs

AWS Alliances Director

Performance Test Lead