AWS Alliances Lead

LangChain•New York, NY

4d•$200,000 - $250,000

About The Position

LangChain is hiring a senior individual contributor to lead its cloud alliance with AWS within the Partnerships team. The role owns the relationship and revenue motions that turn the partnership into pipeline, including co-sell execution, marketplace presence, funding programs, partner relationships, and field enablement. The AWS Alliances Lead works closely with AWS partner and field teams, LangChain sales leadership, marketing, solutions engineering, and the broader go-to-market organization, and is expected to drive results with limited hand-holding. The role is responsible for growing the AWS co-sell motion, managing joint pipeline and deal coordination, and building repeatable regional sales plays. It also owns LangChain’s AWS Marketplace listings, private offers, channel-partner CPPO, program enrollment, and marketplace GTM automation. Additional responsibilities include operationalizing AWS funding, pursuing competencies and specializations, developing executive sponsorship and a joint business plan, and enabling teams with joint messaging, campaigns, and events. The role reports monthly on pipeline, marketplace, and program activity.

Requirements

At least 6 years of experience in cloud alliances, partner sales, or business development, with direct, hands-on ownership of an AWS relationship.
A track record of scaling a hyperscaler co-sell motion and taking an AWS alliance to materially higher Marketplace share, pipeline, or partner-sourced revenue.
Deep working knowledge of AWS Marketplace transactions and programs, including private offers, CPPO, ACE, ISV Accelerate, and funding programs available to ISVs.
Experience operating a marketplace GTM platform such as Suger, Tackle, or WorkSpan, including referral and offer automation.
Experience shaping and running a joint business plan with a hyperscaler, including executive sponsorship on both sides.
Technical foundation to discuss how LangGraph, LangSmith, and LangChain fit into a customer’s AWS stack; coding is not required.
Experience in a startup or high-growth environment, establishing the operating rhythm for a partner motion.
Strong operational discipline, including managing pipeline in a CRM, tracking partner activity, and reporting results clearly to internal stakeholders.
Excellent communication and relationship-building skills, including comfort owning senior relationships at a large cloud organization and constructively resolving conflicts across company lines.

Nice To Haves

Prior experience inside AWS in partner sales, ISV, or Marketplace roles, with an understanding of how co-sell decisions and seller compensation work internally.
Experience with commercial contracts with AWS, such as SCAs.
Existing relationships across AWS ISV, field, Marketplace, and Bedrock partner teams.
Familiarity with the AI/ML ecosystem and how LLMs, agents, and developer tooling fit into enterprise stacks.
Experience with AWS partner programs specific to AI and data, such as the Generative AI Competency and related partner tracks.
Prior experience at a developer tools or infrastructure company with a product-led growth motion.

Responsibilities

Own and grow LangChain’s AWS co-sell motion, manage joint pipeline, coordinate deals with AWS field teams, and drive sourced and influenced revenue.
Partner with LangChain sales leadership to define priority co-sell accounts, map territories to AWS coverage, and run regional co-sell plays.
Maintain ACE hygiene across the sales team so opportunity sharing, acceptance, and launch become routine.
Own LangChain’s AWS Marketplace presence, including listings, private offers, CPPO through channel partners, and program enrollment.
Operate the marketplace GTM platform and extend referral and offer automation so sellers can transact through Marketplace without partnerships-team involvement.
Operationalize AWS funding mechanisms, including MDF, proof-of-concept credits, ISV Accelerate benefits, and strategic collaboration funding.
Pursue AWS competency and specialization programs that strengthen LangChain’s positioning with AWS sellers.
Track funding drawn down against funding available and report it monthly.
Own working relationships with AWS partner development managers, ISV sales managers, Marketplace category leads, and Bedrock and AgentCore partner teams.
Build executive sponsorship on both sides and run a joint business plan with AWS that establishes shared goals and a review cadence.
Work with AWS on Bedrock and AgentCore while differentiating LangGraph and LangSmith where AWS has competing offerings.
Equip LangChain sales, solutions engineering, and marketing with better-together messaging, competitive positioning, and joint sales plays for AWS accounts.
Partner with marketing on co-branded campaigns, content, and pipeline-generating events, including re:Invent, AWS Summits, and joint customer programs.
Communicate results to internal stakeholders, including monthly updates on pipeline, Marketplace, and program activity.