AWS Alliance Manager

5 days ago

Amherst, Massachusetts, United States CrowdStrike, Inc. Full time

About the Role:

CrowdStrike is seeking a seasoned AWS Alliance Manager to spearhead the development and growth of our strategic partnership with Amazon Web Services (AWS) within our Corporate/SMB segment. This role demands a strategic thinker with a deep understanding of both AWS and CrowdStrike's offerings, as well as a proven track record in alliance management, business development, and relationship building. Your responsibilities will include building strong relationships with AWS, Solution Providers, CrowdStrike's alliance, sales, and marketing teams, and creating and leading campaigns focused on driving revenue, new logos, and market penetration across the Corporate/SMB segment. Success in this position will require:

  • Developing and executing a comprehensive alliance strategy and business plan for the AWS partnership, aligning with CrowdStrike's Corporate/SMB segment goals and objectives.
  • Fostering and maintaining strong relationships with key stakeholders at AWS, ensuring a high level of collaboration and mutual benefit.
  • Working closely with the CrowdStrike sales team to identify opportunities, develop joint solutions, and drive revenue growth through the AWS partnership.
  • Collaborating with marketing, product, and sales teams to develop and implement go-to-market strategies, joint marketing programs, and co-branded initiatives.
  • Monitoring and reporting on the performance of the AWS alliance, using key metrics to evaluate success and identify areas for improvement. Setting and managing revenue targets and working with your team and AWS sales organizations to achieve/exceed goals.
  • Providing accurate and detailed weekly, monthly, and quarterly forecast updates of identified opportunities to meet or exceed quota requirements.
  • Experience working with the APN Customer Engagement (ACE) portal, AWS Marketplace, and various AWS Partner Programs.
  • Providing ongoing training and support to the sales team on AWS solutions, competitive positioning, and best practices.
  • Working with CrowdStrike's sales & alliance managers and AWS Partner Success Managers (PSMs) to ensure pipeline information is thorough and accurate.
  • Staying current on the CrowdStrike/AWS better together value proposition, industry trends, competitive landscape, and customer needs to inform strategic decisions and enhance the value of the AWS partnership.
  • Representing CrowdStrike at industry events, AWS conferences, and joint customer meetings to promote the partnership and build brand awareness.
  • Ability to travel up to 30%. Other projects and duties as assigned.

What You'll Need:

  • Experience: Minimum of 5 years in alliance management, business development, or a related role within the technology sector, with a focus on AWS or cloud solutions.
  • Strong understanding of AWS services and solutions, the AWS partner ecosystem, as well as a solid grasp of cybersecurity principles and CrowdStrike's product offerings.
  • Exceptional interpersonal and communication skills, with the ability to build and maintain high-level relationships with both internal and external stakeholders. A track record in building alliance/sales/partner relationships with business and technical teams.
  • Proven ability to develop and execute strategic plans that drive business growth and achieve key objectives. Strategic thinker and hunter mentality who takes initiative and is capable of hands-on problem solving as well as ability to generate ideas and solutions.
  • A strong communicator and presenter, who possesses strong negotiation skills as well as sound interpersonal skills, with the ability to influence at senior levels.
  • Motivated and focused self-starter with strong leadership skills who can multi-task, work independently or within a team.
  • Demonstrated track record of achieving targets and driving revenue through strategic alliances and partnerships.
  • Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
  • Bachelor's degree in business, marketing, computer science, or a related field.

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