Cloud Alliance Manager, AWS

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and develop CIS's AWS partnership from inception, focusing on co-selling, co-marketing, and co-building initiatives.

• Act as the main liaison between CIS and AWS's field, marketplace, and partner development teams.

• Establish and implement a co-sell strategy alongside AWS field sellers, PDMs, and PDRs.

• Lead efforts in joint pipeline creation, deal registration, and funded initiatives such as MAP and POA credits.

• Equip CIS Sales teams to collaborate effectively with AWS account teams and inform AWS sellers about CIS's value proposition.

• Plan and carry out collaborative marketing initiatives, including webinars, field events, ISV Accelerate activities, co-branded content, campaigns, and customer success stories.

• Manage the strategy for AWS Marketplace listings, encompassing private offers and CPPO.

• Identify and prioritize necessary technical integrations with Product and Engineering, focusing on Security Hub, GuardDuty, and Security Lake.

• Facilitate joint solution architecture and technical validation for competencies and program acceleration.

• Oversee the roadmap for jointly created solution briefs and reference architectures.

• Develop and manage the AWS partnership strategy, business plan, and quarterly business reviews.

• Foster relationships within the AWS Partner Organization, security specialists, and account teams.

• Monitor and uphold partner program requirements to enhance CIS's partner tier status.

• Report on pipeline, bookings, marketplace revenue, and joint marketing activities to executive leadership.

• Execute other assigned tasks and responsibilities as needed.

⛳️ Requirements

• A Bachelor's degree in Business, Technology, or a related discipline, or an Associate's degree/equivalent with relevant experience may be accepted in lieu of a Bachelor's.

• Over 5 years of experience in cloud alliances, channel partnerships, or partner sales, preferably with direct AWS partnership experience.

• Demonstrated success in establishing or scaling co-sell, co-market, or co-build initiatives with a hyperscaler.

• Knowledge of AWS Partner programs, including ISV Accelerate, Marketplace, Competency programs, MAP, and POA funding.

• Ability to work collaboratively across Sales, Marketing, Product, and Engineering teams.

• Strong technical skills with the capacity to convey both technical and non-technical information to diverse internal and external audiences.

• Proven track record in building and sustaining successful partnerships.

• Authorization to work in the United States is required.

• Experience in cybersecurity or the broader SaaS security domain is advantageous.

• Existing connections within the AWS Partner Organization or Security ISV team are beneficial.

• Familiarity with Microsoft Azure or Google Cloud Platform is a plus.

• Knowledge of MEDDPICC or similar sales methodologies is also a plus.

🏝️ Benefits

• Eligibility for Health (PPO, EPO, HSA), Dental & Vision Insurance starting on the first day of employment.

• A $500 wellness card for participants in Health Coverage.

• 401(k) plan with a 4% Company Match, vested from the first day of hire.

• Flexible Spending Account (FSA) and Dependent Care Account (DCA).

• Life Insurance coverage.

• Bonding leave for new parents.

• Paid volunteering opportunities.

• Eligibility for bonuses.

• Paid Time Off (PTO) that includes vacation, personal, and sick days.

• Paid holidays throughout the year.

• Participation in a Wellness Program.

• Engaging Employee Activities.

• Opportunities for Professional Development.

• Tuition reimbursement for further education.

• Student Loan PayDown Program to assist with loan repayment.

• Employee Referral Program to encourage talent acquisition.

• Access to an Employee Assistance Program for support.