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 TCS recognition within the partner ecosystem. This role is pivotal for nurturing and scaling the TCS-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 TCS-AWS partnership by collaborating closely with AWS field teams, PDM/PSM/AE teams, and TCS 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 partnerships presence and value proposition
- Orchestrate engagement programs and ensure the TCS 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 TCS stakeholders, channeling partner funds to maximize benefits for both joint customers and TCS
- 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 TCS participation in AWS events from AWS engagement standpoint, ensure visibility and engagement with the AWS leaders and stakeholders, ensure TCS visibility into AWS stage/forums/platforms/networking events
- Operational Excellence & Governance
- Maintain operational rigor, including TCS-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 TCS 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 TCS 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.
Salary Range: $168,300-$198,000 a year
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