AWS Alliance Lead

ScaleOps • New York, NY

22h • Remote

About The Position

ScaleOps, a leader in real-time automated cloud resource management, is seeking an experienced AWS Alliance Lead to own the AWS relationship end-to-end, focusing on co-sell, Marketplace, and partner programs to create a repeatable demand-generation engine. This is a quota-carrying, field-facing execution role where you will personally manage the day-to-day AWS co-sell motion, activate the AWS field, and drive co-sell deals to closure alongside ScaleOps Account Executives and AWS account teams. The strategy is set; your primary responsibility is execution and achieving the sales number.

Requirements

• 2+ years of experience managing AWS co-sell / alliance work at a B2B infrastructure, cloud, observability, or DevOps SaaS company, or equivalent experience within AWS (e.g., as a PDM). Depth in the co-sell motion is prioritized over years of experience.
• Proven experience running an AWS co-sell motion daily, managing opportunities in Partner Central / ACE, collaborating with AWS account teams, and closing deals. Tackle experience is a strong plus.
• Experience carrying or directly contributing to an AWS-sourced / co-sell-influenced pipeline or Marketplace number, with comfort in owning and delivering a sales number through AWS.
• Deep fluency in AWS co-sell motions, including ISV Accelerate, Global Startup Program, ACE opportunity management, and co-selling with AWS AMs, Startup BDMs, and SAs.
• Working knowledge of the AWS Marketplace co-sell motion, private offers, CPPO, and EDP / MACC burn-down, sufficient to drive deals through the process.
• Demonstrated ability to activate the AWS field, not just receive inbound referrals.
• Credibility with technical, cloud-native buyers, with a sufficient understanding of the Kubernetes / DevOps ecosystem to build trust with AWS SAs and customer engineering teams.
• Proven ability as a hands-on individual contributor who will personally manage day-to-day activities; this is not a management or strategy role.
• Strong Salesforce discipline for co-sell tracking and pipeline hygiene.

Responsibilities

• Own the end-to-end AWS co-sell pipeline in Partner Central / ACE, including opportunity registration, quality scores, AO referrals, and partner-originated opportunities, driving deals to closed-won with ScaleOps AEs and AWS account teams. Maintain pipeline hygiene in Salesforce and Tackle.
• Route co-sell deals through AWS Marketplace and leverage EDP / committed-spend (MACC) burn-down as a selling tool to increase Marketplace-sourced revenue.
• Manage and improve ScaleOps' standing within ISV Accelerate, the AWS Global Startup Program, Marketplace, and the EKS Add-on / Partner Central agentic ACE system, ensuring program requirements are met to unlock co-sell, MDF, and Marketplace benefits.
• Activate the AWS field by engaging AMs, Startup BDMs, and SAs to actively co-sell ScaleOps. This includes running SA enablement, developing joint seed-account lists, securing account-team introductions, and executing plays like the GPU-constraint program for AWS's GPU-constrained customers.
• Manage AWS relationships with PDMs, GTM PDMs, account teams, SAs, and specialist teams, overseeing cadences, QBRs, and executive touchpoints.
• Own the monthly AWS scorecard, tracking Marketplace TCV, sourced and influenced opportunities, attach rate, co-sell win rate, and co-sell meetings, serving as the single source of truth for AWS performance.
• Collaborate with marketing (demand-gen, MDF), product/SE (EKS Add-on, GPU enablement), RevOps (pipeline and reporting), and finance (deal structure) on cross-functional initiatives.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed