Senior AWS and Technology Partnerships Manager

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

📋 Description

• Take charge of the AWS alliance strategy, annual business plan, operational rhythm, and shared success metrics.

• Act as SnapLogic’s main business liaison for AWS stakeholders.

• Collaborate with partner sales leaders from both SnapLogic and AWS.

• Optimize hyperscaler funding, incentives, co-selling, competencies, validations, certifications, and partner program advantages.

• Establish connections across AWS leadership and field teams.

• Facilitate strategic planning sessions, executive briefings, monthly operational reviews, and quarterly business assessments.

• Outline the technology-partner portfolio strategy.

• Discover, assess, prioritize, and onboard strategic ISVs and platform partners.

• Manage the entire partner lifecycle, including negotiations, contracts, integration planning, launches, go-to-market strategies, performance management, and expansions.

• Identify opportunities for OEM, white-label, embedded, and platform distribution.

• Formulate commercial and financial models for licensing, usage-based economics, minimum commitments, revenue sharing, and support responsibilities.

• Create launch and scaling plans for OEM partners.

• Develop joint value propositions, integrations, reference architectures, and sales strategies.

• Establish repeatable co-sell motions with AWS and technology partners.

• Collaborate with Marketing on joint launches, campaigns, events, webinars, workshops, content creation, customer stories, analyst engagement, and industry events.

• Equip sales, solution architects, services, and customer success teams with messaging, playbooks, training, and competitive insights.

• Define and communicate partnership scorecards that cover pipeline, bookings, marketplace transactions, OEM revenue, adoption, usage, funding, and launch milestones.

• Supply leadership with insights on partner strategies, ecosystem changes, competition, and opportunities.

• Coordinate execution across Sales, Solutions Consulting, Product, Engineering, Marketing, Customer Success, Finance, Legal, Security, Support, and Operations.

⛳️ Requirements

• Over 7 years of experience in strategic alliances, technology partnerships, business development, OEM, corporate development, channel sales, or ecosystem roles within enterprise software, cloud, data, integration, or AI.

• A minimum of 3 years of direct experience managing an AWS relationship or working extensively within the AWS partner ecosystem.

• Proven track record in identifying, negotiating, launching, and scaling technology or ISV partnerships with measurable product, pipeline, revenue, or customer outcomes.

• Familiarity with AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, including private offers, channel or multiparty offers, co-selling motions, committed-spend programs, and operational workflows.

• Strong executive presence with the ability to influence senior leaders, sellers, product teams, engineers, solution architects, legal teams, and operational stakeholders across matrixed organizations.

• Bachelor’s degree or equivalent practical experience.

• Experience with iPaaS, data and application integration, API management, automation, enterprise AI, or related infrastructure software.

• Background in structuring OEM, embedded, white-label, licensing, or revenue-share partnerships.

• Experience with AWS Strategic Collaboration Agreements or similar multi-year hyperscaler agreements.

• Proven ability to manage global partnerships across North America, EMEA, and APAC.

🏝️ Benefits

• Competitive salaries.

• Global wellness benefits.