Director, AWS Alliances
$312,000–$312,000 year
RemoteUnited States
Job Summary
Carry and deliver an influenced co-sold revenue target through the AWS ecosystem by owning forecasting, pipeline development, and joint deal closure alongside account executives. Cultivate executive relationships across AWS to expand Archer's footprint, while standing up the AWS Marketplace presence and advancing standing in the AWS Partner Network. Establish the operating rhythm for the alliance by designing scalable partnership operations, running joint quarterly business reviews, and producing playbooks to drive cross-functional execution. This individual-contributor role builds the hyperscale go-to-market relationship from the ground up, mobilizing Sales, Marketing, Revenue Operations, and Enablement to deliver repeatable, co-sold revenue.
Required Qualifications
- 8–10+ years in alliances, partnerships, or partner/channel sales
- track record of carrying a partner-influenced number
- quantifiable, attributable pipeline and revenue with your fingerprints on it
- Deep, hands-on experience in the AWS partner ecosystem
- experience building or running a co-sell motion
- knowledge of how the field and partner org actually operate
- A track record of building a partnership function or program from scratch
- Strong cross-functional orchestration
- ability to influence a GTM organization without direct authority
- Fluency in the mechanics: ACE and co-sell
- Fluency in the mechanics: Marketplace and private offers
- Fluency in the mechanics: MDF and funding
- Fluency in the mechanics: partner-sourced vs. -influenced attribution
- Executive presence
- judgment to represent Archer credibly to AWS leadership
- All employees must be legally authorized to work in Country they are applying for
Desired Qualifications
- GRC, security, or regulated-industry background
- ability to get credible fast with enterprise risk, compliance, and security buyers
- relationships within the AWS partner org (PDMs, PSAs, ISV team)
- experience extending a motion to Azure or GCP
- familiarity with cloud AI/ML workloads
- experience in a PE-backed, growth-stage environment
- Relentless curiosity
- Ownership of outcomes
- Movement with purpose
- Improvement in every cycle
- Win together
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