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AWS Alliance Director

2 months ago

Seattle, Washington, United States Cockroach Labs Full time
About the Role

Cockroach Labs is seeking a seasoned Cloud Partnership Leader to spearhead our strategic alliance with Amazon Web Services (AWS). As the AWS Alliance Director, you will be responsible for defining and executing our global partnership strategy, fostering relationships within the AWS ecosystem, and collaborating with cross-functional teams to drive business growth.

Key Responsibilities
  • Develop and Execute Partnership Strategy: Define and implement a comprehensive partnership plan to expand our presence across key market segments and regions in North America, EMEA, and APAC.
  • Identify and Prioritize Business Opportunities: Proactively identify and prioritize business opportunities in order to activate sales execution, including new verticals, use cases/outcomes, business users, etc.
  • Strategically Promote Partnership Advantages: Promote and position partnership advantages to foster strong, long-term relationships with AWS sales and technical teams.
  • Plan and Execute Joint Marketing Campaigns: Collaborate with AWS to plan and execute joint marketing campaigns to raise awareness and generate demand for Cockroach Labs.
  • Define Measurable Outcomes: Develop a plan with measurable outcomes for proactively landing and promoting sales plays within the AWS field organization.
  • Recruit Executive Sponsors: Recruit executive sponsors and key executive supporters within AWS and Cockroach Labs to create a strong alignment structure.
  • Optimize Partnership Positioning: Ensure Cockroach Labs is optimally positioned within the AWS product and program structure.
  • Collaborate with Cross-Functional Teams: Collaborate with Sales, Marketing, and Product teams to develop and implement channel enablement programs, joint marketing campaigns, and sales activation.
  • Manage AWS Co-Sell Program: Oversee the management of the AWS co-sell program, ensuring timely registration and handling of co-sell opportunities.
  • Track and Analyze Key Performance Metrics: Track, analyze, and report on key performance metrics and pipeline activities for internal stakeholders, including executive leadership, to drive data-driven decision-making and optimize channel performance.
Requirements
  • 7-9+ Years of Experience: 7-9+ years of experience, particularly with SaaS cloud partnerships.
  • Proven Track Record: Proven track record of driving channel sales and revenue growth within the AWS ecosystem.
  • Advanced Understanding of AWS: Advanced understanding of AWS, including its products, services, organizational structure, and go-to-market strategies.
  • Excellent Relationship-Building Skills: Excellent relationship-building and communication skills, with the ability to effectively collaborate with internal and external stakeholders at all levels.
  • Demonstrated Experience: Demonstrated experience in developing and executing channel strategies, including strategic product investment, sales engagement, and sales enablement.
  • Solid Understanding of ISV Technology Landscape: Solid understanding of the ISV technology landscape, specifically in distributed databases, cloud infrastructure, or related fields.
  • Self-Motivated and Results-Oriented: Self-motivated, results-oriented, and able to thrive in a fast-paced, dynamic startup environment.
  • Willingness to Travel: Willingness to travel as required to meet with channel partners and attend industry events.
Benefits
  • 100% Health Insurance Coverage: 100% health insurance coverage (for you and your dependents).
  • Paid Parental Leave: Paid parental leave (with baby bucks).
  • Flex Fridays: Flex Fridays.
  • Flexible Time Off and Hours: Flexible time off & flexible hours.
  • Education Reimbursement: Education reimbursement.
  • Relocation Support: Relocation support.