Job DescriptionRole Overview:
The Senior Alliance Manager, AWS, will own and drive the strategic partnership with AWS to maximize co-sell motions and create joint value propositions that accelerate business growth. This role requires deep experience in managing collaboration with AWS teams, navigating the AWS Marketplace, and supporting comprehensive co-selling initiatives, including integrations and joint go-to-market efforts with Zendesk and AWS.
Key Responsibilities:
- Develop and execute a strategic alliance plan with AWS to drive revenue growth through co-selling activities.
- Collaborate closely with AWS business development, sales, marketing, and technical teams to identify and prioritize co-selling opportunities.
- Lead joint value creation initiatives that highlight the combined solution benefits with AWS and Zendesk, fostering strong customer engagements and adoption.
- Drive alignment across internal teams (sales, marketing, product management, and support) to ensure consistent and compelling messaging on the AWS partnership.
- Support end-to-end co-sell motions including lead sharing, opportunity management, deal registration, joint account planning, and pipeline development.
- Monitor AWS partnership KPIs and business metrics, providing regular reporting and insights to senior leadership to steer alliance performance.
- Act as a trusted advisor to AWS stakeholders and internal teams, providing market feedback, competitive intelligence, and partner enablement resources.
- Facilitate workshops, trainings, and executive briefings to foster collaboration and accelerate joint customer wins.
Qualifications:
- 7+ years of experience in alliance management, partner management, or business development with a focus on AWS cloud ecosystems.
- Proven track record in co-selling with AWS and managing partnerships in a cloud marketplace environment.
- Strong understanding of AWS Marketplace operations, listing optimization, and partner-led sales motions.
- Experience working with SaaS platforms like Zendesk and integrating their co-sell motions with AWS partnerships.
- Exceptional interpersonal and communication skills with the ability to influence cross-functional teams and external partners.
- Demonstrated ability to translate technical solutions into business value and articulate joint value propositions effectively.
- Strategic thinker with strong analytical and problem-solving abilities.
- Ability to travel as needed to meet partners and customers.
The US annualized OTE (On Target Earnings) range for this position is $191,000.00-$287,000.00 with a pay mix of 60/40 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.
Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.
