The Role

As the Director, Cloud GTM Alliances, reporting to the SVP, Global Channel Management, you will build Archer's hyperscale go-to-market relationship from the ground up -developing a partnership with AWS into a repeatable, co-sold revenue engine by establishing rules of engagement, activating the pipeline, and standing up the operating rhythm on which a mature alliance runs. This is an individual-contributor role built on orchestration: you won't manage a team, but you will mobilize and leverage Archer's full GTM organization - Sales, Marketing, Revenue Operations, and Enablement - and work closely with AWS account manager of key targeted accounts in order to deliver on your remit.

Your areas of ownership span co-sell pipeline and revenue, AWS relationships and mindshare, Marketplace and partner programs, and joint solution alignment. Your initial and primary focus is on AWS, where you build the playbook before scaling to the other hyperscalers, and where, as a foundational hire, your scope can grow with the motion, including the opportunity to build and lead a team over time.

What You'll Do

Co-Sell Pipeline & Revenue

• Carry and deliver an influenced / co-sold revenue target through the AWS ecosystem, owning forecasting and pipeline development.
• Build the co-sell motion end to end - register opportunities, work AWS ACE, align field sellers, and drive joint deals to close alongside our account executives.
• Establish the cadence with AWS PDMs and PSAs: joint account mapping and pipeline reviews sales leadership can rely on.

AWS Relationships & Mindshare

• Cultivate executive relationships across AWS, and reach into new organizational pockets, regional teams, and vertical groups to expand Archer's footprint.
• Master the partner's internal mechanics, incentives, and org structure to make Archer the preferred choice for the initiatives that matter.
• Keep Archer top-of-mind with partner field teams to generate warm, inbound co-sell - earned as a credible peer, not a vendor.

Marketplace, Programs & Joint Solution

• Stand up and operate our AWS Marketplace presence, including private offers and CPPO, as a friction-free path for sellers and customers.
• Advance our standing in the AWS Partner Network (ISV Accelerate, competencies, tier) and manage program benefits and funding (MDF / POA).
• Orchestrate (not engineer) the technical relationship around Evolv AI Risk on AWS - pairing our product and engineering teams with the partner's solution architects and shaping the joint value propositions that go to market.
• Extend the proven model to Azure and GCP once the AWS motion is producing.

Operating Rhythm & Cross-Functional Delivery

• Design scalable partnership operations, including escalation management and performance reporting.
• Run joint quarterly business reviews (QBRs) and annual planning across both organizations, with the rigor to inspect what we expect.
• Feed market and competitive intelligence back into product and business strategy.
• Produce the collateral, playbooks, and enablement the motion runs on, and drive the cross-functional execution to put them to work.

What You Bring

• 8-10+ years in alliances, partnerships, or partner/channel sales, with a track record of carrying a partner-influenced number - quantifiable, attributable pipeline and revenue with your fingerprints on it, not just program participation.
• Deep, hands-on experience in the AWS partner ecosystem - you've built or run a co-sell motion (ACE, Marketplace, ISV Accelerate) and know how the field and partner org actually operate.
• GRC, security, or regulated-industry background is a strong plus - or the ability to get credible fast with enterprise risk, compliance, and security buyers.
• A track record of building a partnership function or program from scratch, not inheriting a running one.
• Strong cross-functional orchestration - you influence a GTM organization without direct authority, equally at home with a field seller and a VP.
• Fluency in the mechanics: ACE and co-sell, Marketplace and private offers, MDF and funding, and partner-sourced vs. -influenced attribution.
• Executive presence and the judgment to represent Archer credibly to AWS leadership.
• A plus: relationships within the AWS partner org (PDMs, PSAs, ISV team), experience extending a motion to Azure or GCP, familiarity with cloud AI/ML workloads, or a PE-backed, growth-stage environment.

Even Better If You Have

• Relentless curiosity: Ask questions, explore, and continually seek better ways of working.
• Ownership of outcomes: Take accountability, solve problems, and deliver measurable impact.
• Movement with purpose: Act with urgency and discipline while maintaining quality.
• Improvement in every cycle: Learn quickly, simplify complexity, and build durable capabilities.
• Win together: Challenge ideas constructively, listen actively, and share credit generously.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need.

Pay Transparency Notice: We're committed to fair and transparent pay practices. In line with state pay transparency laws, for positions in this location, we offer a base pay of $150,00.00 to $300,000.00 USD, plus benefits. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Please contact our Talent Acquisition team at [redacted] for the range and related compensation details. Actual pay may vary based on location, experience, skills, and internal equity.