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Alliances & Partnerships Lead (AWS)
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Alliances & Partnerships Lead (AWS)
[Alliances & Partnerships Lead (AWS)] (based in United Kingdom, fully remote)
About the Role
This high-growth AI consultancy, rooted in the AWS ecosystem, seeks an Alliances & Partnerships Lead. You’ll drive strategic partnerships and convert ecosystem relationships into enterprise opportunities, strengthening ties with AWS account managers, partner development teams, and solution architects across regions.
Key responsibilities include:
- Shaping AI and cloud consulting positioning for technical and business stakeholders
- Owning the entire commercial lifecycle—from initial conversation to deals closed and post-sale growth
- Operating at the intersection of technology, relationships, and enterprise sales
- Impacting revenue growth, partner positioning, and long-term AWS ecosystem expansion
Ideal candidate:
- Thrives in fast-moving, scaling environments
- Excels at enterprise sales execution with a hybrid technical and commercial skillset
Accountabilities
Strategic Partnerships & Sales Cycle
- Drive full commercial and partnership sales cycle from AWS ecosystem relationship-building through to deal closure and post-sale growth
- Build and scale multi-region strategic relationships with:
- AWS account managers
- Partner development managers
- Field sales teams (across EMEA, US, and key markets)
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Co-Sell & Demand Generation
- Lead co-sell initiatives, including:
- Joint proposals
- AWS Marketplace opportunities
- Partner-led events
- Ecosystem-led demand gen activities
Technical & Commercial Bridge
- Translate complex AI/cloud solutions into business value for:
- Enterprise stakeholders
- CTOs / solution architects
- Support pitches, proposals, and executive presentations
Negotiation & Contracting
- Negotiate, manage procurement, and ensure smooth contract execution
- Align with stakeholders on terms and deliverables
AWS Partnership Stewardship
- Maintain/improve AWS partnership positioning via:
- Co-sell KPIs
- Certifications
- Partner tier metrics
Technical Alignment
- Collaborate with engineering/delivery teams to validate proposal feasibility and ensure seamless client onboarding
Requirements
Experience
- 3+ years in alliances, partnerships, channel sales, or ecosystem business development
- Proven track record of generating/closing partner-led deals (not solely existing-account management)
- Preferably with AWS consulting partners, system integrators, or cloud-native ecosystems
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Technical & Business Acumen
- Technical fluency in AWS, AI/ML, or data infrastructure with credible engagement skills for:
- CTOs
- Solution architects
- Experience with high-ticket enterprise SaaS agreements (cloud security, fintech, AI a plus)
- Ability to translate technical complexity into business value propositions
Soft Skills
- Stellar communication and relationship-building abilities
- Comfortable engaging technical stakeholders (level 03+)
- Strong commercial instincts for fast-growing environments
Benefits
- Fully remote work + flexible arrangements
- Ownership of commercial growth in the AWS ecosystem
- Exposure to cutting-edge AI projects for enterprise clients
- Global AWS team access and collaborations with well-known enterprise clients
- Fast career progression with autonomy over go-to-market strategy
- Wellness support (fitness programs, global perks)
- Collaboration opportunities with technology leaders working on frontier AI
- Influence on strategic partnerships from day one in a scaling organization
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