Senior Technical Alliance Manager (Bay Area Preferred)

Hyland

About The Position

Hyland is seeking a Senior Technical Alliance Manager to serve as the authoritative technical voice of our AWS partnership and the architect of Hyland’s multi-ISV cloud solution strategy. This is a senior technical leadership position for someone with deep first-hand knowledge of the AWS ecosystem who can identify where Hyland’s content and process automation capabilities intersect with AWS services and adjacent ISV capabilities to create differentiated co-sellable solutions. The Senior TAM will direct technical collaborations between Hyland and AWS — from joint architecture design through funded POC execution to Marketplace delivery — and will serve as the internal authority on which AWS capabilities and partner integrations belong in Hyland’s forward-looking platform strategy. This individual must be equally fluent in technical architecture and executive business narrative capable of representing Hyland in AWS executive briefings industry reference architecture conversations and co-build planning sessions at the highest levels of the partnership.

Requirements

10 - 12 years in technical alliances cloud architecture or solution engineering within an enterprise ISV or SaaS organization
Deep hands-on knowledge of the AWS service portfolio across compute storage AI/ML data integration and security services
AWS Solutions Architect Professional required; additional specialty certifications (Machine Learning Security Database) strongly preferred
Demonstrated ability to architect multi-ISV solution plays that layer complementary partner capabilities (e.g. Snowflake Salesforce MongoDB Workday) onto AWS infrastructure alongside Hyland solutions
Track record of directing technical collaborations with hyperscaler partner teams — including joint architecture design funded POC execution and Marketplace listing delivery
Expert-level familiarity with AWS Partner Network programs: ISV Accelerate Foundational Technical Review (FTR) Well-Architected Review Competency program and AWS Marketplace listing and pricing models
Proven ability to lead without direct authority — directing cross-functional technical initiatives across product engineering pre-sales and external AWS stakeholders toward defined outcomes
Executive-level written and verbal communication; able to distill complex architectural concepts into business-impact narratives for C-suite and AWS leadership audiences

Responsibilities

Solution Play Architecture: Identify design and validate integration and solution plays that combine Hyland capabilities with AWS-native services and complementary ISV technologies — creating differentiated offerings that AWS field sellers can confidently recommend and customers can readily deploy.
Technical Collaboration Direction: Lead and direct the execution of joint technical initiatives between Hyland and AWS — ensuring that co-build projects funded POCs FTR completions and competency attainments are delivered on schedule and to the standard that deepens AWS’s investment in the partnership.
Platform Alignment and Roadmap Influence: Serve as the connective tissue between AWS’s evolving service roadmap and Hyland’s product strategy — surfacing integration opportunities early advising the CPO CTO and Hyland’s Product and Technology teams on technically strategic alignment decisions and ensuring Hyland appears in AWS reference architectures before competitors do.
Map Hyland’s content services intelligent automation and AI capabilities against the full AWS service portfolio to identify high-value native integration opportunities.
Design multi-ISV solution plays that layer Hyland solutions alongside AWS-native services and complementary ISV capabilities (e.g. Snowflake Salesforce MongoDB Workday etc) to create architecturally coherent jointly co-sellable offerings.
Produce reference architectures solution briefs and integration blueprints that AWS Solution Architects can use directly in customer engagements and that qualify for inclusion in AWS industry reference architecture libraries.
Evaluate new AWS service launches for partnership relevance providing Alliances and Product Management leadership with a prioritized integration roadmap recommendation on a quarterly basis.
Direct the technical workstreams of Hyland’s AWS co-build initiatives — setting scope driving accountability and resolving architectural decisions across internal engineering teams and AWS partner solution architect counterparts.
Own the end-to-end delivery of AWS-funded technical programs: POC engagements Innovation Sandbox activations migration acceleration grants and ISV Accelerate technical milestones. Ensure each funded program results in a deployable artifact a Marketplace-ready offering or a documented co-sell asset.
Lead Hyland’s Foundational Technical Review (FTR) and AWS Well-Architected Review processes coordinating engineering input and driving completion on timelines that align with SCA KPI commitments.
Manage the technical roadmap for Hyland’s AWS Marketplace listings that align with delivering excellent customer experiences and easily managed and reportable outcomes working in close coordination with the AWS Partner Operations Specialist.
Own Hyland’s AWS Competency attainment strategy — identifying the competencies with the highest buyer signal value in Hyland’s target verticals (e.g. Healthcare Financial Services Public Sector Machine Learning) and building the technical evidence packages required for validation.
Serve as Hyland’s primary technical interface with AWS Partner Solution Architects Specialist Solution Architects (AI/ML Security Data) and the ISV Accelerate technical team — building relationships that give Hyland early access to roadmap intelligence and co-build opportunities.
Track the AWS APN technical program landscape for new certifications industry blueprints and reference architecture programs that represent visibility opportunities for Hyland and ensure Hyland’s participation is prioritized where competitive displacement risk is highest.
Provide quarterly briefings to Hyland Product Management Leadership on AWS service roadmap developments competitor AWS integration activity and recommended platform alignment decisions with material GTM implications.
Partner with product management and engineering to translate AWS integration opportunities into a prioritized technical backlog providing the business case framing (co-sell impact competency attainment Marketplace discoverability) that enables product prioritization decisions.
Develop and maintain a tiered IP governance framework in collaboration with the CPO that defines what Hyland technical information can be shared with AWS at each level of the partnership — ensuring the organization shares what accelerates the partnership while protecting core product IP and unreleased roadmap.
Enable Hyland’s pre-sales and solutions engineering teams with AWS-aligned technical positioning objection handling guidance and joint solution architectures that improve win rates in AWS co-sell opportunities.
Engage directly in strategic co-sell opportunities where deep AWS technical expertise is required to advance or close the deal — presenting joint architectures to customer CTOs cloud architects and procurement technical reviewers.
Identify and cultivate relationships with AWS ISV partners whose capabilities complement Hyland’s platform with the goal of building formally validated joint solution plays that appear in AWS Marketplace and ISV partner ecosystem materials.
Represent Hyland in AWS-led technical forums Partner Advisory Councils industry solution days and at AWS re:Invent and Summit events — building Hyland’s technical brand within the AWS field organization.