Note: The job is a remote job and is open to candidates in USA. KPI Partners is a global consulting and analytics firm focused on modernizing data platforms and cloud solutions. The Director/VP – AWS Alliance & Sales Leader will drive business growth through strategic relationships with AWS, overseeing the AWS partnership strategy and executing joint sales initiatives.
Responsibilities
- Own the global AWS partnership strategy
- Develop annual business plans aligned with AWS priorities
- Build executive relationships across AWS Partner, Sales, Industry, Specialist, and Leadership teams
- Position KPI as one of AWS's preferred consulting partners
- Own AWS-related business growth including:
- Partner-sourced opportunities
- AWS-influenced pipeline
- Joint account planning
- Co-sell execution
- Marketplace opportunities
- Develop a predictable pipeline with healthy coverage while improving conversion rates
- Develop trusted relationships with:
- AWS Partner Development Managers (PDMs)
- Partner Sales Managers (PSMs)
- AWS Account Managers
- Enterprise Sales Leaders
- Industry Leaders
- Specialist Sales teams
- Solution Architects
- Marketplace teams
- Regional Partner Leadership
- Represent KPI during:
- Executive Business Reviews
- Quarterly Business Reviews
- Strategic planning sessions
- Partner Summits
- Industry events
- Develop repeatable co-sell motions including:
- Account Mapping
- Opportunity Sharing
- Sales Plays
- Executive Sponsorship
- Win Plans
- Territory Planning
- Ensure KPI sales teams and AWS sellers actively pursue joint opportunities
- Lead initiatives to achieve and maintain:
- AWS Competencies
- Service Validations
- Delivery Programs
- Advanced/Specialized Partner designations
- New AWS Partner Programs
- Partner with delivery teams to ensure readiness for competency audits and validations
- Drive adoption of:
- AWS Marketplace
- AWS ACE
- Funding programs
- Partner incentives
- Migration Acceleration Program (MAP)
- Proof of Concept funding
- Ensure strong governance around registrations, attribution, and opportunity progression
- Work with sales and delivery leadership to grow AWS business across:
- Data Modernization
- Analytics
- AI / GenAI
- Application Modernization
- Cloud Migration
- Platform Engineering
- Develop repeatable industry-specific sales plays
- Establish operating rhythms including:
- Weekly pipeline reviews
- Monthly business reviews
- Quarterly Executive Business Reviews
- Annual Joint Business Planning
- Provide executive dashboards covering:
- Revenue
- Pipeline
- Competencies
- Certifications
- Marketplace
- Balance of Trade
- Co-sell performance
Skills
- 12+ years of experience in AWS alliances, partner sales, cloud consulting, or strategic partnerships
- Experience managing executive relationships with AWS
- Demonstrated success driving AWS co-sell revenue
- Experience working within consulting or system integrator organizations
- Strong understanding of AWS Partner Network (APN), Partner Central, ACE, Marketplace, funding programs, and competency frameworks
- Executive presence with excellent communication and negotiation skills
- AWS certifications
- Experience leading global alliance teams
- Experience with enterprise cloud transformation
- Knowledge of data platforms including Databricks and Snowflake
- Experience building joint GTM programs with AWS
Company Overview