AWS Alliances Lead

LangChain•Cincinnati, OH

4d•$200,000 - $250,000

About The Position

LangChain is hiring a dedicated cloud alliance lead to own its AWS relationships and revenue motions. This senior individual-contributor role is part of the Partnerships team and works closely with product, sales, field teams, and the broader go-to-market organization. The role is responsible for turning AWS partnerships into pipeline and closed business, with end-to-end ownership of co-sell execution and AWS Marketplace presence. The role includes managing joint pipeline and AWS field coordination, improving co-sell operations, overseeing Marketplace listings and offers, operationalizing AWS funding and partner programs, building executive relationships, and equipping internal teams with joint messaging and sales plays. It also requires navigating collaboration and competition across LangChain offerings and AWS products, tracking results, and communicating progress to stakeholders. LangChain builds open-source frameworks and a platform for building, evaluating, deploying, and operating AI agents. Its products include LangSmith, LangChain, LangGraph, Deep Agents, and LangSmith Engine.

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 for 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 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 rather than inheriting one.
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 resolving conflict constructively across company lines.

Nice To Haves

Prior experience inside AWS in partner sales, ISV, or Marketplace roles, with a working 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, including 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, including joint pipeline management, coordination with AWS field teams, and 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 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 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, including shared goals and a review cadence.
Partner with AWS on Bedrock and AgentCore while differentiating LangGraph and LangSmith where AWS has competing offerings.
Equip 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.
Provide internal stakeholders with clear results, including a monthly readout on pipeline, Marketplace, and program activity.