AWS Alliances Director

Responsibilities

• Drive the expansion and impact of the TCS-AWS partnership by collaborating closely with AWS field teams, PDM/PSM/AE teams, and TCS sales, industry, and solution units.
• Develop and track key partnership metrics and targets vital for joint success in the region.
• Create and execute Joint Business Plans, Go-To-Market strategies, and strategic initiatives in tandem with BU Sales and Marketing teams.
• Lead on-the-ground field engagements and interlocks with Industry Solution Units and Major Markets to identify and drive joint opportunities.
• Organize knowledge roadshows, enablement programs, and partnership awareness campaigns to amplify the partnership’s presence and value proposition.
• Orchestrate engagement programs and ensure the TCS team is informed about new AWS programs, strategic shifts, leadership updates, and relevant partner insights.
• Own and manage AWS partner funding discussions, ensuring optimal utilization of partner investments and funding avenues (including SCAs and new funding programs).
• Conduct funding and evangelization sessions for all TCS stakeholders, channeling partner funds to maximize benefits for both joint customers and TCS.
• Monitor and drive SCA KPI achievement, ensuring successful outcomes for the partnership.
• Drive and execute SCA outcomes in the region, plan and execute joint initiatives with AWS around Industry and Technology EBCs, Executive Visioning Workshops, Immersion Days, EBA workshops, etc.
• Plan TCS participation in AWS events from AWS engagement standpoint, ensure visibility and engagement with the AWS leaders and stakeholders, ensure TCS visibility into AWS stage/forums/platforms/networking events.
• Maintain operational rigor, including TCS-AWS Salesforce data hygiene, ensuring accuracy, timeliness, and appropriate recognition for joint wins and pipeline contributions.
• Oversee governance activities, such as leadership calls, QBRs, cadences, and reviews with TCS and AWS stakeholders across regions and functions.
• Lead post-cadence follow-ups and ensure proper documentation and process management within the AWS Partner Portal for all joint activities.

Qualifications

• 13+ years of experience in enterprise technology services, cloud sales, alliance/partnership management, or transformation leadership.
• Demonstrated success in driving hyperscaler‑led growth, preferably with AWS.
• Experience in Relationship management, cloud technologies, and ecosystem-led growth/sales.
• Strong business acumen with ability to translate strategy into execution.
• Good Sales acumen through prior sales/customer-facing roles and understanding of business needs.
• Experience working with hyperscalars (especially AWS) for joint GTM, sales, strategy, execution.
• Experience working with field sales, delivery, Industry, Products, Marketing teams and leadership stakeholders.
• Must have an understanding of cloud technologies like AWS, Azure, Google Cloud and be able to speak the cloud language.
• Ability to engage well with hyperscalars as well as sales in the field.
• Experience enabling and executing Joint Business Plans GTM & Cadences.
• Strong planning, prioritization, and execution discipline.
• Good understanding of Business Metrics and KPIs to drive growth. Ability to Analyze, Track and report performance against agreed growth metrics.
• Flexibility to manage & Lead multiple workstreams and stakeholder expectations.
• Proactive with outcome-driven approach.
• Ability to learn and Train - Training and Enablement initiatives on partner tools and solutions. AWS Partner Funding & Investments programs.
• Good to have Prior experience in handling partner relationships in Infrastructure / Software /Cloud space.
• Must have good Interpersonal communication skills, Learning agility, good verbal and written / presentation making skills (developing presentations as well as delivering in forums/meetings/reviews).
• Must have flexibility for working hours and to accommodate spikes in deliverable asks and outcomes as well as to accommodate ecosystem holders availability.
• Must have flexibility to take on additional work threads based on needs of the partnership function and demands of the evolving ecosystem.
• Good Understanding of AWS Partner Model & ISVs.
• AWS Certifications - Cloud practitioner certification, AWS AI ML Certification.
• Executive‑level communication skills with the ability to translate technology into business impact.
• Ability to be located in / relocate to Edison, New Jersey for this role.