The Role:We are seeking an entrepreneurial AWS Alliance & Practice Lead to build, lead, and scale Tech Holding's AWS practice into a multi-million-dollar revenue business.
This is a strategic, highly client-facing leadership role responsible for AWS partnership development, sales growth, demand generation, co-sell execution, and practice strategy. You will build trusted relationships with AWS Account Executives, Partner Development Managers, Solution Architects, and other AWS stakeholders while working closely with Tech Holding's sales, marketing, delivery, and executive teams.
The ideal candidate has a strong record of growing AWS consulting or cloud-services revenue, creating repeatable go-to-market motions, and turning AWS relationships into qualified pipeline and closed business. This is a hands-on leadership role for someone who is equally comfortable in executive meetings, joint sales pursuits, community events, and internal practice-building sessions.
Key Responsibilities:- Own the strategy, growth plan, revenue targets, and operating cadence for Tech Holding's AWS practice.
- Build and manage a multi-million-dollar AWS-related consulting pipeline across cloud migration, modernization, application development, data and analytics, AI, security, managed services, and cloud optimization.
- Lead AWS partnership strategy and serve as Tech Holding's primary relationship owner across AWS field sales, partner teams, solution architecture, and program teams.
- Develop and execute joint business plans, joint account plans, quarterly business reviews, and go-to-market initiatives with AWS.
- Drive proactive AWS co-sell execution, including opportunity identification, ACE registration, deal qualification, pipeline governance, joint pursuit strategy, and deal progression through close.
- Partner directly with AWS Account Executives and Tech Holding sellers to identify target accounts, create joint value propositions, and advance strategic customer opportunities.
- Build and lead demand-generation efforts, including targeted campaigns, account-based outreach, executive briefings, workshops, webinars, and solution-led marketing programs.
- Plan, host, and co-host AWS community events, customer roundtables, executive dinners, workshops, and industry gatherings with AWS teams to generate demand and strengthen ecosystem relationships.
- Develop repeatable AWS service offerings, sales plays, industry solutions, and field-ready collateral that differentiate Tech Holding in the market.
- Identify and pursue relevant AWS partner programs, competencies, specializations, funding opportunities, and go-to-market initiatives that support revenue growth and practice maturity.
- Collaborate with delivery and technical leadership to ensure Tech Holding has the right AWS capabilities, certifications, solution assets, and staffing to support customer demand.
- Track and report on pipeline, bookings, revenue, AWS-sourced opportunities, co-sell activity, demand-generation performance, and partner-program milestones.
- Recruit, mentor, and coordinate the sales, alliance, marketing, solution, and delivery talent needed to scale the AWS practice.
- Represent Tech Holding at AWS events, industry conferences, client meetings, and partner engagements.
- Travel as needed to meet AWS contacts, AWS Account Executives, prospective clients, and strategic partners.
Required Skills:- 10+ years of experience in technology consulting, cloud services, sales, alliances, business development, or practice leadership.
- Demonstrated success building or scaling a cloud, AWS, or professional-services practice with multi-million-dollar revenue responsibility.
- Strong, established relationships within the AWS ecosystem, including AWS field sales, partner teams, solution architects, or AWS-aligned consulting organizations.
- Proven experience leading AWS co-sell motions, including ACE, joint account planning, opportunity registration, pipeline reviews, and joint sales pursuits.
- Track record of closing complex enterprise consulting, cloud transformation, or managed-services engagements.
- Experience designing and executing demand-generation programs that create qualified pipeline and measurable revenue outcomes.
- Experience planning and hosting customer events, executive roundtables, workshops, webinars, or partner-led community programs.
- Strong understanding of AWS services and customer use cases, including migration, modernization, data and analytics, AI/ML, security, cloud optimization, and managed services.
- Ability to translate client priorities into compelling solution narratives, executive presentations, and proposals.
- Strong executive presence, communication, relationship-building, and negotiation skills.
- Ability to lead effectively across sales, marketing, partnerships, solutioning, and delivery teams.
- Entrepreneurial mindset with a high degree of ownership, urgency, and comfort operating in a growth-stage environment.
- Willingness to travel based on AWS, client, and business needs.
Nice to have:- AWS certifications or deep AWS ecosystem expertise.
- Experience working for an AWS Consulting Partner, systems integrator, cloud consultancy, managed-services provider, or hyperscaler.
- Experience with AWS Marketplace, AWS funding programs, AWS competencies, or AWS partner specializations.
- Experience building sales teams, alliance functions, or go-to-market programs in a consulting or professional-services environment.
- Experience selling into one or more vertical markets, such as media and entertainment, financial services, retail, healthcare, or technology.
Location:- This is a hybrid role based in Downtown Los Angeles (DTLA) or at a client location, depending on business needs.
- Travel is required based on client, AWS partner, and business needs.
Employment type:Salary Range:- Competitive base salary plus performance-based commission.
- Compensation will be commensurate with experience, AWS ecosystem relationships, and demonstrated practice-growth results.
