AWS Alliance Sales

About the Role

VML Enterprise Solutions is scaling our AWS alliance-powered sales capability. We're seeking a strategic partner seller to drive joint business development and go-to-market initiatives with AWS's Pan-Amazon teams—including AWS vertical sales, Amazon Ads, and Amazon Marketing Cloud (AMC)—to accelerate revenue growth for VML's customer experience and data transformation solutions.

This role sits at the intersection of alliance activation and enterprise sales. Working as a key liaison between VML and AWS/Amazon sales organizations, you will develop and execute joint account plans, coordinate co-selling activities, and ensure alignment of both organizations' strategies. This requires deep understanding of AWS's partner programs, co-sell motions, and the ability to navigate both organizations to drive mutual success in targeted accounts.

You will carry quota and own accounts—but your primary motion is partner-sourced and partner-influenced pipeline, not solo hunting. Your success fuels further AWS investment in VML.

Responsibilities

AWS Co-Sell Activation (50%)

• Build and maintain executive-level relationships with AWS Pan-Amazon leadership, PSMs, ISRs, and industry specialists
• Develop and execute joint account plans with AWS vertical teams
• Coordinate co-selling activities with Amazon Ads and Amazon Marketing Cloud (AMC) teams for integrated advertising and data solutions
• Navigate and maximize AWS partner programs and cash funding to accelerate deal progression
• Drive leads through AWS Partner Central, ensuring proper opportunity registration and pipeline management
• Participate in AWS QBRs, industry business reviews, and partner planning sessions
• Communicate VML wins and capabilities to AWS field teams to generate ongoing lead flow
• Orchestrate complex co-sell motions involving multiple stakeholders from both VML and AWS

Client-Facing Sales (30%)

• Lead client workshops, discovery sessions, and executive presentations alongside AWS partner teams
• Deliver executive-level sales presentations that demonstrate VML's AWS-powered capabilities in customer experience, personalization, and data transformation
• Coordinate Executive Briefing Center (EBC) visits and AWS-sponsored client events
• Develop and present proposals that position VML's solutions portfolio including generative AI, Amazon Ads/AMC, and customer data platforms
• Build relationships with CMOs, CDOs, CIOs, and eCommerce leaders
• Negotiate and close deals with support from VML leadership

Internal Coordination (20%)

• Enable VML account teams on AWS value propositions, co-sell motions, and partner resources
• Collaborate with VML industry BD leads to align on account strategies and resource allocation
• Partner with marketing on AWS campaigns (re:Invent, Shoptalk, NRF, Groceryshop)
• Share market intelligence, competitive insights, and winning patterns across the organization

Focus Areas

• Customer experience transformation
• Agentic AI solutions
• Amazon Marketing Cloud (AMC)
• AWS Clean Rooms
• Data clean room implementations
• Amazon Ads optimization
• Personalization engines
• Customer data platforms
• Composable commerce

AWS/Amazon services emphasis: Amazon Marketing Cloud (AMC), Amazon Ads, AWS Clean Rooms, Bedrock (agentic AI), SageMaker, Personalize, Connect, Lambda, Step Functions, DynamoDB

Technology & AI Expectations

• Use company-approved AI tools and technologies to accelerate account research, pipeline analysis, proposal development, and partner intelligence gathering
• Maintain conversational fluency in partner AI offerings to support discovery conversations and position VML capabilities effectively

Team Leadership & Management

Accountability: Accountable for individual revenue targets. Team leadership is secondary to sales execution.

Leadership Expectations: Enable and coach VML account teams on partner engagement best practices. Share market intelligence and winning patterns across the organization. Provide guidance to junior team members on alliance selling motions and partner relationship management.

Management Scope: Individual contributor; may mentor junior alliance sellers or guide pursuit teams on partner engagement best practices.

Success Metrics

• Quota attainment ($5-10M annually)
• AWS-sourced and AWS-influenced pipeline ($25M+)
• Accounts jointly covered with AWS (25-50+)
• AWS co-sell engagement rate (joint calls, account plans, QBRs)
• EBC/AWS events with clients (5-10+ annually)
• Win rate on AWS-sourced opportunities

Requirements

• 5+ years in AWS ecosystem sales—either as partner alliance leader or direct AWS seller
• Deep understanding of AWS partner programs, co-selling processes, and partner funding mechanisms
• Strong command of AWS partner ecosystem and Pan-Amazon GTM motions
• Understanding of AWS generative AI services including Amazon Bedrock and SageMaker
• Experience with Amazon Ads solutions including Amazon Marketing Cloud (AMC) and data clean rooms
• Background in Global Systems Integrator (GSI), agency, or professional services environment
• Proven success orchestrating complex co-sell motions with multiple stakeholders
• Executive presence and ability to navigate both enterprise client and partner organizations

Preferred Qualifications

• Previous role as AWS Partner Sales Manager (PSM), Partner Development Manager (PDM), or AWS Account Executive
• AWS Sales Accreditation
• AWS Gen AI Accreditation
• Familiarity with AWS partner incentive programs and AI/ML innovation funding
• Hands-on experience selling or positioning generative AI solutions on AWS platforms
• Experience in advertising, marketing technology, or customer experience solutions
• Bachelor's degree; MBA a plus
• Willingness to travel to AWS and client locations

Pay

$100,000—$200,000 USD

Schedule

Hybrid approach, with teams in the office an average of four days a week.