Principal Purpose:
- Drive strategic partnership growth with AWS, strengthen executive relationships, co create go-to-market strategies, and accelerate cloud revenue through joint sales motions, solution positioning, and partner program alignment.
- The role is responsible for managing AWS relationships at regional and national levels, ensuring alignment with AWS programs, competency development, funding motions, and pipeline acceleration.
Principal Accountabilities :
Strategic Alliance Management
- Own and manage the overall relationship with AWS (Partner Account Manager, SA team, ISR, Segment leads).
- Build executive-level engagement with AWS stakeholders.
- Drive quarterly business reviews (QBRs) with AWS.
Revenue & Pipeline Growth
- Co-create joint GTM plans with AWS.
- Drive opportunity creation via APN programs.
- Track pipeline influenced by AWS and ensured revenue targets are met.
- Align internal sales teams with AWS field teams for joint account mapping.
Program & Competency Alignment
- Manage AWS Partner Network (APN) compliance and growth.
- Drive AWS Competencies, Service Delivery Programs (SDP), and specializations.
- Ensure alignment with AWS programs such as:
o MAP (Migration Acceleration Program)
o WAFR (Well-Architected Framework Reviews)
o SaaS Factory / ISV Accelerate (if applicable)
Funding & Incentives
- Manage AWS funding programs (POC, MDF, MAP funding).
- Ensure timely submission of funding proposals.
- Track incentive claims and rebates.
Solution & Practice Development
- Collaborate with Cloud, DevOps, Data & AI teams to build AWS-aligned offerings.
- Position modernization, migration, FinOps, GenAI, and Data solutions in alignment with AWS priorities.
- Work with marketing on joint campaigns, webinars, and events. Operational Governance .
- Maintain AWS reporting dashboards (pipeline, certifications, competencies).
- Ensure certifications growth (Associate, Professional, Specialty levels).
- Manage APN portal updates and opportunity registration. Stakeholder Management
- Act as a single point of contact between AWS and internal teams.
- Align Pre-sales, Delivery, Finance, and Marketing for AWS initiatives.
- Escalate and resolve partnership-related issues proactively.
- 3–5 years of experience in Cloud Sales / Alliance / Partner Management.
- Minimum 1–2 years managing AWS partnerships.
- Experience working with AWS Partner Account Managers.
- Experience in driving cloud revenue targets.
- Bachelor’s degree (MBA preferred).
Pay: ₹440,673.87 - ₹1,579,912.06 per year
Benefits:
- Flexible schedule
- Food provided
- Health insurance
- Leave encashment
- Life insurance
- Paid sick time
- Paid time off
- Provident Fund
Work Location: In person
