Director, AWS Partner Sales

4 days ago

Santa Clara, California, United States eMumba Full time
Description

Emumba is an AWS Advanced Tier Partner with a GenAI Competency and specializations in Well-Architected and EKS Delivery. Backed by a 300-person consulting organization serving leading global technology companies, we've built a 14-year track record of engineering excellence across cloud, platform, and GenAI solutions. Our AWS business unit, in the making for the past 2.5 years, is now ready to scale, driving co-sell growth and deeper collaboration with AWS across North America.

This is a foundational role in Emumba's U.S. growth journey. As Director, AWS Partner Sales (West Coast), you will drive our sell-with AWS motion and joint go-to-market plays into revenue. You'll turn Emumba's consulting strength into a scalable, execution-focused partnership with AWS. This is an entrepreneurial position - primarily field seller, part partnership builder, part strategist - ideal for someone who wants to develop a high growth revenue machine.

Key Responsibilities

  • Drive AWS Co-Sell Execution & Pipeline Growth: Own Emumba's sell-with AWS motion with a focus on the West Coast. Build trusted relationships with PSMs, Account Managers, Leaders of Leaders and Solution Architects to jointly pursue and register opportunities in ACE.

  • Shape and Execute Sales Play: Define and execute AWS-aligned sales plays (e.g., GenAI, Data, Analytics, DevOps, Modernization).

  • Collaborate and Report: Work closely with executive and engineering leadership, and with internal sales and partnership teams to align goals, share progress, and drive joint execution.

Ideal Candidate Profile
  • 8+ years of experience in cloud sales, alliances, or partner management, ideally with an AWS consulting or ISV partner.
  • Strong network with influence in the AWS West Coast field and partner ecosystem.
  • Deep familiarity with AWS's partner programs (APN, ACE, funding mechanisms, competencies).
  • Proven success in co-selling with hyperscaler field teams and closing influenced revenue.
  • Excellent executive presence and communication skills; able to navigate both technical and business conversations.
  • Entrepreneurial, self-directed, and comfortable operating in a fast-scaling environment.

This role offers significant growth potential as successful execution may evolve into a larger executive portfolio as Emumba scales its AWS business.

Performance Outcomes (First 12 Months)
  • $1.5M co-sell revenue closed.
  • $4–6M AWS-influenced pipeline
  • 15+ AWS field sellers are actively engaged with Emumba.
  • Healthy pipeline and 3x projection for year 2
About Emumba

We specialize in delivering innovative solutions and exceptional services to meet the diverse needs of our clients. With a strong commitment to quality and customer satisfaction, we strive to exceed expectations and drive success in every project we undertake.

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