The AWS Development Manager will own the operational foundation building and execution of this partnership as we launch Spinnaker's AWS relationship. This is a partner-facing role for a commercially minded partnership professional who navigates AWS's partner ecosystem, builds field-seller relationships, and drives joint go-to-market programs from concept to pipeline. You do not own technical delivery. You own the AWS relationship, the co-sell motion, the marketplace presence, and the partner portal that underpins it all. In this role, you will:
- Identify: Work with AWS sellers to flag SAP ECC or Oracle on-prem accounts with upcoming renewals, RISE pressure, or migration intent
- Introduce: Position Spinnaker's third-party support as the bridge, reducing cost and removing urgency with the incumbent vendor
- Migrate: With Spinnaker stabilizing support, customers gain the runway to plan an AWS migration on their own timeline
- Expand: Once on AWS, layer Spinnaker's AI capabilities onto SAP and Oracle environments to drive additional cloud consumption
Responsibilities:AWS Relationship Management- Serve as Spinnaker's first-ever AWS relationship owner, the day-to-day point of contact for AWS field leadership, ISV partner leads, and SAP and Oracle Specialty Sellers
- Cultivate and expand relationships with key AWS stakeholders, including senior leaders and partner team contacts
- Periodically represent Spinnaker at AWS partner events, summits, and field engagements across the region
- Manage escalations, partner program compliance, and ongoing AWS engagement cadences
- Identify ways Spinnaker can help its customers and prospects leverage AWS's vast funding mechanisms
AWS Partner Portal & Marketplace Ownership- Stand up and administer Spinnaker's AWS Partner Network (APN) portal and Marketplace presence from the ground up: building the partner profile, creating and maintaining product/service listings, assembling competency and certification documentation, and managing partner-tier progression and renewal.
- Own the end-to-end co-sell opportunity registration workflow in APN, submitting and updating opportunities through ACE (AWS Customer Engagement), keeping stage, value, and close-date fields accurate, and ensuring every qualified deal is registered and kept current
- Track and report on partner program metrics, co-sell pipeline, and AWS Marketplace activity
- Provide direction on AWS opportunity tracking in Salesforce, defining how AWS co-sell deals are flagged, fielded, and synced against APN/ACE, and partnering with Spinnaker RevOps to keep the two systems reconciled so pipeline reporting is consistent on both sides
- Coordinate internally to ensure Spinnaker meets AWS partner requirements and maximizes program benefits.
- Stay current on AWS partner program changes, incentives, and co-sell policies, and communicate updates across Spinnaker teams
- Run a regular portal-hygiene cadence, a recurring (e.g., monthly) review of APN listings, competency status, and co-sell opportunity records to keep data accurate, registrations current, and the partnership audit-ready
Go-to-Market Execution- Own the AWS co-sell motion, working alongside AWS, SAP, and Oracle Specialty Sellers to identify, qualify, and progress joint pipeline
- Plan and execute joint field engagements, including Lunch and Learns, happy hours, and seller briefings in key markets
- Develop and distribute field-ready enablement materials that help AWS sellers quickly understand and position the Spinnaker value proposition
- Drive the Identify > Introduce > Migrate > Expand joint motion in coordination with Spinnaker's sales team
Strategic Partnership Development- Help build the path toward a formal Strategic Collaboration Agreement (SCA) with AWS, including joint marketing and go-to-market commitments
- Work with Spinnaker marketing and sales leadership to align campaign activity, events, and content to AWS partnership priorities
- Identify and pursue opportunities to deepen the partnership: new AWS specialty programs, co-marketing funds, Marketplace listings, and field incentives
Qualifications:- Experience: 8+ years in enterprise technology, with 4+ years in cloud partnerships, alliances, or channel management
- AWS Partner Ecosystem: Hands-on experience building and administering the AWS Partner Network (APN) portal, registering and managing co-sell opportunities in ACE, and maintaining Marketplace listings
- Go-to-Market Execution: Proven track record driving joint GTM motions with hyperscaler field sellers
- CRM & Pipeline Operations: Proficiency with Salesforce, structuring opportunity tracking, reconciling partner pipeline against external systems, and setting reporting conventions for a sales team
- SAP Awareness: Working knowledge of the SAP landscape (ECC, S/4HANA, RISE) sufficient to credibly engage AWS SAP Specialty Sellers
- Oracle Awareness: Working knowledge of Oracle Application & ODB[redacted] (EBS, Peoplesoft, JD Edwards, Database) sufficient to credibly engage AWS Oracle Specialty Sellers
- Communication: Exceptional written and verbal English; additional languages a strong asset
Preferred Qualifications:- Experience with SAP RISE competitive positioning or third-party support models
- Background in ISV or SaaS partner alliance management at a global technology company
- Familiarity with AWS Marketplace listings and co-sell opportunity management
- AWS Cloud Practitioner or AWS Partner Accreditation certification
We are committed to fair and equitable compensation practices. As such, compensation will ultimately be in line with the labor market data, and the location in which the position is filled. Final compensation for this role will be determined by various factors such as education, experience, knowledge, skills, and abilities of the candidate, and alignment with labor market data and geographic location.
US - Pay Transparency
$135,000-$145,000 USD
For California based applicants, see our CCPA policy here - Privacy Policy
