AWS Alliance Development Manager

Responsibilities

• AWS Relationship Management
• Cultivate and expand relationships with key AWS stakeholders
• Manage escalations, partner program compliance, and ongoing AWS engagement cadences
• Identify ways Spinnaker can help its customers and prospects leverage AWS’s vast funding mechanisms
• AWS Partner Portal & Marketplace Ownership
• Stand up and administer Spinnaker's AWS Partner Network (APN) portal and Marketplace presence
• Own the end-to-end co-sell opportunity registration workflow in APN
• Track and report on partner program metrics, co-sell pipeline, and AWS Marketplace activity
• Coordinate internally to ensure Spinnaker meets AWS partner requirements and maximizes program benefits
• Stay current on AWS partner program changes, incentives, and co-sell policies
• Run a regular portal-hygiene cadence
• Drive the Identify > Introduce > Migrate > Expand joint motion in coordination with Spinnaker's sales team

Qualifications

• Experience: 8+ years in enterprise technology, with 4+ years in cloud partnerships, alliances, or channel management
• AWS Partner Ecosystem: Hands-on experience building and administering the AWS Partner Network (APN) portal, registering and managing co-sell opportunities in ACE, and maintaining Marketplace listings
• Go-to-Market Execution: Proven track record driving joint GTM motions with hyperscaler field sellers
• CRM & Pipeline Operations: Proficiency with Salesforce, structuring opportunity tracking, reconciling partner pipeline against external systems, and setting reporting conventions for a sales team
• SAP Awareness: Working knowledge of the SAP landscape (ECC, S/4HANA, RISE) sufficient to credibly engage AWS SAP Specialty Sellers
• Oracle Awareness: Working knowledge of Oracle Application & ODB@AWS (EBS, Peoplesoft, JD Edwards, Database) sufficient to credibly engage AWS Oracle Specialty Sellers
• Communication: Exceptional written and verbal English; additional languages a strong asset