AWS Alliance Manager

Lumen Technologies•Home, WA

1d•$145,456 - $193,940•Remote

About The Position

Lumen is seeking a high-impact AWS Alliance Manager to own and scale our strategic partnership with Amazon Web Services, driving joint GTM, co-sell execution, and long-term revenue growth. This is a partnership leadership position responsible for building a durable, executive-aligned AWS relationship, unlocking joint value through co-sell, solution alignment, and shared customer outcomes. You will serve as Lumen’s primary interface into AWS, developing joint business plans, aligning executive stakeholders, activating field engagement, and ensuring Lumen is positioned as a preferred strategic partner within AWS. Marketplace execution is a critical lever. Success in this role is defined by strength and depth of the AWS relationship, co-sell pipeline creation and velocity and joint solution adoption and customer impact. This role translates strategy into execution—activating co-sell motions, scaling transactable offers, and establishing the operating rigor required to accelerate joint bookings and consumption.

Requirements

Core AWS Alliance Experience
Proven experience owning and growing strategic partnerships with AWS
Strong track record of driving co-sell motions and joint pipeline growth
Deep understanding of AWS partner ecosystem, programs, and field engagement model
GTM + Revenue Orientation
Experience building and scaling joint GTM strategies and sales motions
Hands-on experience with private offers, deal structuring, and cloud procurement paths
Ability to translate partnership strategy into measurable revenue outcomes
Marketplace
Deep experience with AWS Marketplace and/or cloud marketplaces
Understanding of transactable offers, pricing/metering, and listing lifecycle
Leadership & Execution
8 to 10+ years in alliances, partner management, or cloud GTM
Strong cross-functional leadership across Product, Sales, Finance, Legal, and Marketing
Ability to operate in ambiguity and drive decisions with executive stakeholders
Executive-ready communication and influence
Domain
Experience in telecom, networking, security, or adjacent B2B technology preferred
Education
Bachelor’s Degree or equivalent years of related experience

Responsibilities

Own and Scale the AWS Strategic Partnership
Serve as Lumen’s primary AWS alliance lead, owning the relationship end-to-end
Build and execute joint business plans aligned to shared growth priorities
Establish executive alignment and governance cadence (QBRs, escalation paths)
Develop deep relationships across AWS stakeholders (BD, sales, partner, marketplace teams)
Drive Co-Sell and Joint GTM
Lead co-sell motion activation (registration, pipeline governance, deal engagement)
Enable field teams with clear plays, messaging, and joint value propositions
Run joint pipeline reviews and inspection cadence with AWS
Identify and prioritize flagship joint pursuits and scalable solution plays
Build and Scale Revenue Motions
Drive private offer strategy and execution to accelerate deal closure
Partner with Sales and RevOps to improve deal velocity and conversion rates
Align pricing, packaging, and commercial constructs to AWS buying behavior
Leverage Marketplace as an Execution Engine
Lead AWS Marketplace strategy-to-execution (offer roadmap, launch, lifecycle)
Ensure offers are optimized for co-sell, procurement, and consumption
Drive continuous improvement in time-to-publish, listing performance, and adoption
Establish Operating Model & Cross-Functional Execution
Build the repeatable alliance operating model (cadence, RACI, KPIs, governance)
Lead cross-functional alignment across Product, Engineering, Sales, Finance, Legal, and Marketing
Remove blockers and ensure on-time delivery of joint initiatives
Scale learnings to support broader hyperscaler and marketplace ecosystem