We're seeking an experienced AWS Alliance Lead to own the AWS relationship end-to-end co-sell, Marketplace, and partner programs and turn it into a repeatable demand-generation engine for ScaleOps. This is a quota-carrying, field-facing execution role. You will personally run the AWS co-sell motion day-to-day, activate the AWS field, and drive co-sell deals to closed-won alongside ScaleOps AEs and AWS account teams. Strategy is set; your job is to execute it and own the number.An empty job that is used for creating requisitions 'from scratch' Requirements 2+ years running AWS co-sell / alliance work at a B2B infrastructure, cloud, observability, or DevOps SaaS company or equivalent time inside AWS (e.g. as a PDM); depth in the co-sell motion matters more than years Has personally run an AWS co-sell motion day-to-day managing opportunities in Partner Central / ACE, working AWS account teams, and moving deals to close (Tackle experience a strong plus) Carried or directly contributed to an AWS-sourced / co-sell-influenced pipeline or Marketplace number, comfortable owning and delivering a number through AWS Deep AWS co-sell fluency: ISV Accelerate, Global Startup Program, ACE opportunity management, and co-selling with AWS AMs, Startup BDMs, and SAs Working knowledge of the AWS Marketplace co-sell motion, private offers, CPPO, and EDP / MACC burn-down - enough to drive deals through it Proven at activating the AWS field, not just accepting inbound referrals Credible with a technical, cloud-native buyer ,understands the Kubernetes / DevOps ecosystem well enough to earn trust with AWS SAs and customer engineering teams Hands-on individual contributor will personally run the day-to-day; this is not a management or strategy role Strong Salesforce discipline for co-sell tracking and pipeline hygiene Responsibilities Own the end-to-end AWS co-sell pipeline in Partner Central / ACE opportunity registration, quality scores, AO referrals, partner-originated opportunities and drive deals to closed-won alongside ScaleOps AEs and AWS account teams; keep pipeline clean in Salesforce and Tackle Route co-sell deals through AWS Marketplace and use EDP / committed-spend (MACC) burn-down as a selling lever to grow Marketplace-sourced revenue Manage and advance ScaleOps' standing across ISV Accelerate, the AWS Global Startup Program, Marketplace, and the EKS Add-on / Partner Central agentic ACE system; hit program requirements and unlock co-sell, MDF, and Marketplace benefits Activate the AWS field - get AMs, Startup BDMs, and SAs to actively co-sell ScaleOps; run SA enablement, build joint seed-account lists, secure account-team introductions, and drive plays like the GPU-constraint program into AWS's GPU-constrained customers Own the AWS relationships with our PDM, GTM PDM, account teams, SAs, and specialist teams; run the cadence, QBRs, and executive touchpoints Own the monthly AWS scorecard (Marketplace TCV, sourced and influenced opportunities, attach rate, co-sell win rate, co-sell meetings) and be the single source of truth on AWS performance Collaborate cross-functionally with marketing (demand-gen, MDF), product/SE (EKS Add-on, GPU enablement), RevOps (pipeline and reporting), and finance (deal structure)