AWS Alliances Lead

LangChain

4d•$200,000 - $250,000

About The Position

LangChain is hiring a senior individual contributor on its Partnerships team to lead its cloud alliance with AWS. The role owns the relationships and revenue motions intended to turn the partnership into real pipeline, with responsibility for co-sell execution and AWS Marketplace presence end to end. The lead works closely with AWS partner and field teams, LangChain sales, product, solutions engineering, and marketing, and is expected to drive results independently. The role includes building and operating joint pipeline and regional co-sell plays; managing Marketplace listings, private offers, CPPO, and program enrollment; automating referrals and offers; operationalizing AWS funding and partner programs; and pursuing AWS competencies and specializations. It also owns working and executive relationships with AWS, a joint business plan and review cadence, and the positioning of LangChain products alongside AWS Bedrock and AgentCore. The lead enables internal teams with messaging and sales plays, supports co-branded marketing and events, and reports pipeline, Marketplace, and program activity monthly.

Requirements

At least 6 years of experience in cloud alliances, partner sales, or business development, including direct, hands-on ownership of an AWS relationship.
A track record of scaling a hyperscaler co-sell motion, including materially increasing 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 hyperscaler joint business plan, including executive sponsorship on both sides.
Technical foundation sufficient to speak credibly with builders and understand how LangGraph, LangSmith, and LangChain fit into a customer's AWS stack; coding is not required.
Experience in a startup or high-growth environment setting the operating rhythm for a partner motion.
Strong operational discipline, including managing CRM pipeline, 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 resolving conflict constructively across company lines.

Nice To Haves

Prior experience inside AWS in partner sales, ISV, or Marketplace roles, with an understanding of internal co-sell decisions and seller compensation.
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.
Work with LangChain sales leadership to prioritize co-sell accounts, map territories to AWS coverage, and run regional co-sell plays.
Maintain ACE hygiene so opportunity sharing, acceptance, and launch are routine across the sales team.
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 independently.
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 available funding 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 sets 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 teams with better-together messaging, competitive positioning, and joint AWS sales plays.
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 through monthly updates on pipeline, Marketplace, and program activity.