Alliances GTM Director, AWS

Key Responsibilities

• GTM Strategy & Revenue Acceleration: Own and evolve the global AWS–Snowflake GTM strategy, focusing on pipeline creation, co-sell velocity, and market expansion.
• Field Engagement & Co-Sell Motion Leadership: Act as the global point leader for field-level co-sell engagement, enabling Snowflake and AWS sellers to collaborate effectively on active deals and new opportunities.
• Drive Adoption and Optimization of AWS Tools: Leverage AWS Partner Central and AWS Marketplace to accelerate deal registration, incentives, and co-sell execution.
• Senior-Level Engagements: Lead senior-level engagements across AWS's field sales and industry teams, shaping long-term strategic direction and partnership milestones.
• Solution Alignment: Align Snowflake's solution plays with AWS’s industry priorities, ensuring coordinated messaging, content, and field-ready enablement.
• Cross-Functional Partnership: Partner with Snowflake's Cloud Partner Sales, Industry GTM and Solutions Engineering teams to deliver joint plays that drive measurable pipeline impact.
• Sales Enablement & Partner Support: Serve as the global escalation point for co-sell blockers, marketplace hurdles, funding program alignment, and AWS Marketplace issues.
• Scalable Enablement: Develop scalable enablement motions — including playbooks, seller guides, and joint value messaging — to empower Snowflake and AWS field teams.

Required Qualifications

• Experience: 12+ years of professional experience, with at least 5 years specifically focused on Cloud Provider ISV alliance management.
• AWS Expertise: Deep, hands-on experience with AWS's ecosystem, including AWS Marketplace, Partner Central, and complex funding programs.
• Field Credibility: Proven ability to work directly with field sales and a mastery of how partnering functions at the individual account level.
• Influence: Demonstrated success in fostering relationships within relevant business lines and navigating a matrixed global organization.
• Technical Literacy: Proficiency in standard productivity tools to create executive-level presentations and data-driven reports.
• Education: Bachelor's degree required; MBA strongly preferred.
• Travel: Ability to travel up to 20% as needed to support partner engagements.