Alliances Lead

Loka, Inc

12h•$160,000 - $190,000•Remote

About The Position

At Loka, teams launch meaningful projects across a wide range of industries, including advancing AI reading tutors, transforming homes into green machines, and accelerating novel drug discovery. The company operates 100% remotely and offers every other Friday off. This role is for an experienced Alliances professional within the AWS ecosystem to manage Loka's day-to-day relationship with AWS. Loka is recognized as an AWS Innovation Partner of the Year, with existing credibility and relationships within AWS startup, SMB, and healthcare teams. The position offers significant ownership to shape alliances. The role involves a roughly even split between AWS-facing and internal responsibilities. Externally, the focus is on building relationships with AWS District Managers and the PDM team. Internally, the role supports sales leaders by providing necessary AWS relationships, data, and insights. Prior AWS alliances experience is crucial for immediate impact, while knowledge of AI partner programs will be developed on the job as Loka's Anthropic and OpenAI practices grow. This is a hands-on, individual contributor role requiring a self-starter who can operate with high autonomy.

Requirements

5+ years in alliances, partner or channel roles within the AWS ecosystem
Hands-on knowledge of how AWS partner teams work: partnering with PDMs, running reports out of ACE, and co-sell and AO/PO motions
Strong analytical skills, with experience building metrics, reporting and forecasts that leadership relies on
Excellent communication and presentation skills
Comfort with ambiguity and high autonomy
Ability to travel for District offsites and AWS events up to 50% of the month
Eligible to work in the US without sponsorship

Nice To Haves

Experience at a professional services or cloud consulting company
Based on the East Coast, or working East Coast hours
Existing relationships with AWS PDMs or District Managers
Working knowledge of AWS partner programs and funding
Exposure to Anthropic (Claude) or OpenAI partner programs
AWS certifications

Responsibilities

Drive the growth of Loka's AWS partnership, ensuring alignment with our sales priorities and AWS partner frameworks, including our Strategic Collaboration Agreement (SCA)
Act as the business owner of alliances. Where ownership isn't clear-cut, define roles and responsibilities with Sales and other teams, and shape existing processes as the partnership evolves
Own partner metrics and reporting: build systematic tracking of AWS Partner KPIs (including AO/PO) and internal metrics across segments, and turn them into forecasts and insights for sales leadership
Run regular cadences with the AWS partner team and internal stakeholders to track progress and deliver business reviews
Build and grow relationships with AWS field teams, including District Managers across startup and SMB, and drive consistent engagement with prioritized teams
Partner with Sales, Marketing and Operations on joint go-to-market initiatives that accelerate pipeline growth and new opportunities
Coordinate with Operations on deal registration and alliance compliance
Represent Loka at AWS partner events, District offsites and industry conferences
Support the growth of our relationships with AI partners such as Anthropic and OpenAI, including program milestones, certifications and events
Track AWS ecosystem developments and market trends, and proactively identify and act on growth opportunities without waiting for direction

Benefits

Salary range $160,000–$190,000
Every other Friday off, i.e. 26 extra days off a year
100% remote
Medical, dental and vision coverage, life insurance and disability
401k with up to 4% employer matching
LokaLabs™: Apply moonshot technologies to overlooked societal challenges in our internal incubator
Continuous Learning Support
Paid vacation days, sick days and local holidays

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