Associate Strategic Alliance Executive"

Workiva Inc.•Remote - IA, IA

4d•$143,000 - $230,000•Remote

About The Position

We are seeking a highly organized and energetic professional to support our global strategic partnership with AWS, serving as the operational engine of our partnership. This role will support the Director of Technology Partnerships, AWS (or similar AWS Partner Leader) and is focused on flawlessly executing our co-sell and AWS partner strategy. This position manages critical operational aspects of the partnership, including Cloud Marketplaces and the co-sell motion, with a focus on driving sales and deployment of our software. As a builder with a strategic mindset, you will help scale this relationship for growth.

Requirements

4+ years of experience in an alliances, channel sales, partner operations, or partner-facing business development role, with a specific focus on the AWS ecosystem
Demonstrated operational experience managing partner co-sell and influencing pipeline generation
Deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs

Nice To Haves

Direct, hands-on experience with the AWS Marketplace and ACE co-sell program is a significant plus
A master of execution with an "Act Now" mentality. Proven ability to manage projects flawlessly and cut through ambiguity
Highly analytical and data-driven mindset. Ability to meticulously track and report on partnership KPIs, including marketplace revenue and co-sell pipeline, delivering regular insights to leadership
An excellent communicator and relationship-builder who can confidently enable internal sales teams, build strong rapport with AWS counterparts, and collaborate effectively across all levels
Proven track record of exceeding revenue-based quotas or MBOs related to partner influence. Experience accelerating, maturing, and expanding existing partnerships is preferred

Responsibilities

Act as the primary focal point for building, managing, and growing the AWS relationship in the designated territory, including managing day-to-day relationships with relevant AWS account management and partner sales teams
Leverage relationships to enable teams, mapping AWS contacts into CRM, and market wins; support the AWS Alliance Director to cultivate deep relationships with AWS’ cross-functional leadership team and optimize partner performance through business reviews
Participate in the quarterly business review (QBR) cadence, leading both the preparation and execution of these meetings
Identify opportunities to work with our key advisors (SI / GSI) to help Workiva expand into new markets and new sellers
Support the Director/Partner Leader to build and execute a revenue-generating joint GTM plan with AWS, including joint activities, enablement, and engagement with other key ecosystem participants.
Lead and expand the AWS relationship by driving demand generation and co-selling through joint campaigns, webinars, and events to generate new pipeline and increase visibility
Operationalize Co-Sell by managing the AWS ACE Pipeline Manager for submission, tracking, and reporting of co-sell opportunities to accelerate joint deals with the AWS field sales team
Marketplace Support and Internal Acceleration by assisting with the day-to-day management of the AWS Marketplace (private offer creation, deal registration, listing updates) and identifying opportunities with other Workiva Partner Directors to accelerate Channel-related co-selling motions
Act as the internal champion and subject matter expert for all things AWS co-sell, educating and enabling internal teams on AWS offerings, Partner Program benefits, and best practices.
Design external enablement on Workiva for AWS sellers, including email newsletters, win wires, and videos, outlining Workiva's solutions and "when to call Workiva."
Create documentation, run training, and provide hands-on support to sales on leveraging AWS programs and funding to win deals.
Support the AWS Partner Director with cross-functional projects like Partner Marketing and Enablement programs, and collaborate on co/tri-build products between Workiva, AWS, and SI/GSIs