Senior Partner Account Director – Technology Partnerships – AWS

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

📋 Description

• Define and spearhead Braze's global strategy for its AWS technology collaboration.

• Manage the Braze–AWS Strategic Collaboration Agreement, encompassing governance, steering committees, quarterly business reviews (QBRs), executive sponsorship schedules, and milestone tracking.

• Outline the two-year partnership roadmap that includes integration priorities, co-selling targets, Marketplace revenue, and joint AI initiatives.

• Conduct executive meetings with leadership from both AWS and Braze to set mutual objectives, commitments, and governance structures.

• Establish the strategic direction for the AWS partnership and coordinate with cross-functional Braze teams for implementation.

• Influence the product roadmap, integration development, and co-designed solutions in collaboration with Braze and AWS product and engineering leadership.

• Set benchmarks for partner-sourced pipeline, revenue influence, Marketplace transactions, and ecosystem growth.

• Integrate the AWS partnership into ongoing deal cycles and operationalize co-sell mechanics, Marketplace private offers, and EDP burn-down positioning.

• Represent Braze at prominent events such as re:Invent, AWS summits, and partner advisory forums.

⛳️ Requirements

• Over 8 years of experience in the SaaS/technology sector.

• More than 3 years of experience in Partnerships.

• Background in collaborating with or working at major cloud providers (AWS, Azure, GCP) or large technology firms on significant strategic initiatives.

• Proven experience managing strategic partners within a $1B+ revenue-generating organization, including joint investment frameworks, co-innovation, and milestone delivery.

• Experience guiding strategic projects from conception to execution.

• Established connections within the AWS community.

• Deep understanding of AWS GTM organization, partner programs, and enterprise customer purchasing and expansion on AWS.

• Strong grasp of the customer engagement platform landscape and the intersections of cloud infrastructure with marketing technology.

• Experience leveraging AWS Marketplace as a commercial channel, including private offers, CPPO, co-sell motions, and EDP/PPA burn-down dynamics.

• Knowledge of AWS co-sell mechanics, including ACE pipeline sharing and opportunity registration.

• Familiarity with AWS AI/ML and data stack, such as Bedrock, SageMaker, Redshift, and S3/zero-copy patterns.

• Experience in developing joint GTM strategies with AWS industry verticals and regional field teams.

• Record of obtaining executive alignment, involving C-suite engagement and governance model design.

• Experience collaborating with product and engineering teams on integration priorities and technically grounded partnership roadmaps.

• Ability to work independently in a strategic, pioneering role while embedding partnership priorities into company-wide GTM initiatives.

• Comfort with navigating AWS's scale and internal complexity across service teams, partner organizations, and field teams.

🏝️ Benefits

• Competitive compensation that may include equity.

• Retirement and Employee Stock Purchase Plans.

• Flexible paid time off.

• Comprehensive benefit plans covering medical, dental, vision, life, and disability.

• Family services including fertility benefits and equitable paid parental leave.

• Professional development supported by formal career paths, learning platforms, and an annual learning stipend.

• Curated in-office employee experience aimed at fostering community, team connections, and innovation.

• Annual company-wide Volunteer Week and donation matching.

• Employee Resource Groups.

• A collaborative, transparent, and enjoyable culture recognized as a Great Place to Work®.