Senior Alliance Manager, AWS

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love. Our hybrid way of working enables purposeful in-person connection, collaboration, and learning while also giving flexibility to work remotely part of the week.

About the role

Own and drive the strategic partnership with AWS to maximize co-sell motions and create joint value propositions that accelerate business growth. This role requires deep experience in managing collaboration with AWS teams, navigating the AWS Marketplace, and supporting comprehensive co-selling initiatives, including integrations and joint go-to-market efforts with Zendesk and AWS.

Responsibilities

• Develop and execute a strategic alliance plan with AWS to drive revenue growth through co-selling activities.
• Collaborate closely with AWS business development, sales, marketing, and technical teams to identify and prioritize co-selling opportunities.
• Lead joint value creation initiatives that highlight the combined solution benefits with AWS and Zendesk, fostering strong customer engagements and adoption.
• Drive alignment across internal teams (sales, marketing, product management, and support) to ensure consistent and compelling messaging on the AWS partnership.
• Support end-to-end co-sell motions including lead sharing, opportunity management, deal registration, joint account planning, and pipeline development.
• Monitor AWS partnership KPIs and business metrics, providing regular reporting and insights to senior leadership to steer alliance performance.
• Act as a trusted advisor to AWS stakeholders and internal teams, providing market feedback, competitive intelligence, and partner enablement resources.
• Facilitate workshops, trainings, and executive briefings to foster collaboration and accelerate joint customer wins.

Requirements

• 7+ years of experience in alliance management, partner management, or business development with a focus on AWS cloud ecosystems.
• Proven track record in co-selling with AWS and managing partnerships in a cloud marketplace environment.
• Strong understanding of AWS Marketplace operations, listing optimization, and partner-led sales motions.
• Experience working with SaaS platforms like Zendesk and integrating their co-sell motions with AWS partnerships.
• Exceptional interpersonal and communication skills with the ability to influence cross-functional teams and external partners.
• Demonstrated ability to translate technical solutions into business value and articulate joint value propositions effectively.
• Strategic thinker with strong analytical and problem-solving abilities.
• Ability to travel as needed to meet partners and customers.

Pay

The US annualized OTE (On Target Earnings) range for this position is $191,000.00–$287,000.00 with a pay mix of 60/40 (base/commission). The offer will be based on job-related capabilities, applicable experience, and work location.

Schedule

Hybrid: This role requires attending the local office for part of the week. The specific in-office schedule is determined by the hiring manager.