AWS Alliance Sales

VML•Kansas City, MO

4h•$100,000 - $200,000•Hybrid

About The Position

VML Enterprise Solutions is scaling its AWS alliance-powered sales capability. We are seeking a strategic partner seller to drive joint business development and go-to-market initiatives with AWS's Pan-Amazon teams, including AWS vertical sales, Amazon Ads, and Amazon Marketing Cloud (AMC), to accelerate revenue growth for VML's customer experience and data transformation solutions. This role sits at the intersection of alliance activation and enterprise sales. Working as a key liaison between VML and AWS/Amazon sales organizations, you will develop and execute joint account plans, coordinate co-selling activities, and ensure alignment of both organizations' strategies. This requires a deep understanding of AWS's partner programs, co-selling motions, and the ability to navigate both organizations to drive mutual success in targeted accounts. You will carry a quota and own accounts, but your primary motion is partner-sourced and partner-influenced pipeline, not solo hunting. Your success fuels further AWS investment in VML. This is a quota-carrying alliance sales role focused on co-selling with AWS across industries. You are both client-facing and partner-facing, building pipeline through AWS co-sell coordination while positioning VML's customer experience, commerce, and data solutions to consumer goods and retail clients. You will drive two interconnected motions: Co-Sell Activation: Build relationships with AWS Pan-Amazon teams (PSMs, ISRs, Amazon Ads specialists, AMC teams), coordinate joint account planning, and convert AWS-sourced leads into qualified VML opportunities. Client Engagement: Lead client workshops, executive presentations, and pursuits from qualification through signature, leveraging AWS resources, funding, and credibility throughout the sales cycle. Accountability Model: Individual quota with revenue targets. Success is measured by closed business, pipeline generation through AWS co-sell, win rate on AWS-sourced opportunities, and depth of AWS field team engagement.

Requirements

5+ years in AWS ecosystem sales—either as partner alliance leader or direct AWS seller
Deep understanding of AWS partner programs, co-selling processes, and partner funding mechanisms
Strong command of AWS partner ecosystem and Pan-Amazon GTM motions
Understanding of AWS generative AI services including Amazon Bedrock and SageMaker
Experience with Amazon Ads solutions including Amazon Marketing Cloud (AMC) and data clean rooms
Background in Global Systems Integrator (GSI), agency, or professional services environment
Proven success orchestrating complex co-sell motions with multiple stakeholders
Executive presence and ability to navigate both enterprise client and partner organizations

Nice To Haves

Previous role as AWS Partner Sales Manager (PSM), Partner Development Manager (PDM), or AWS Account Executive
AWS Sales Accreditation
AWS Gen AI Accreditation
Familiarity with AWS partner incentive programs and AI/ML innovation funding
Hands-on experience selling or positioning generative AI solutions on AWS platforms
Experience in advertising, marketing technology, or customer experience solutions
Bachelor's degree; MBA a plus
Willingness to travel to AWS and client locations

Responsibilities

Build and maintain executive-level relationships with AWS Pan-Amazon leadership, PSMs, ISRs, and industry specialists
Develop and execute joint account plans with AWS vertical teams
Coordinate co-selling activities with Amazon Ads and Amazon Marketing Cloud (AMC) teams for integrated advertising and data solutions
Navigate and maximize AWS partner programs and cash funding to accelerate deal progression
Drive leads through AWS Partner Central, ensuring proper opportunity registration and pipeline management
Participate in AWS QBRs, industry business reviews, and partner planning sessions
Communicate VML wins and capabilities to AWS field teams to generate ongoing lead flow
Orchestrate complex co-sell motions involving multiple stakeholders from both VML and AWS
Lead client workshops, discovery sessions, and executive presentations alongside AWS partner teams
Deliver executive-level sales presentations that demonstrate VML's AWS-powered capabilities in customer experience, personalization, and data transformation
Coordinate Executive Briefing Center (EBC) visits and AWS-sponsored client events
Develop and present proposals that position VML's solutions portfolio including generative AI, Amazon Ads/AMC, and customer data platforms
Build relationships with CMOs, CDOs, CIOs, and eCommerce leaders
Negotiate and close deals with support from VML leadership
Enable VML account teams on AWS value propositions, co-sell motions, and partner resources
Collaborate with VML industry BD leads to align on account strategies and resource allocation
Partner with marketing on AWS campaigns (re:Invent, Shoptalk, NRF, Groceryshop)
Share market intelligence, competitive insights, and winning patterns across the organization