AWS联盟经理
AWS Alliance Manager
ScaleOps正在重新定义自主云和AI基础设施。我们致力于让DevOps和平台工程师摆脱手动资源管理，从而专注于创新而非资源调优。结果：性能最大化，云成本降低高达80%。
作为自主云和AI基础设施资源管理领域的领先者，我们已获得Adobe、Wiz、Epic Games、Northwestern Mutual、Coinbase、DocuSign以及财富100强企业的信任，自主管理其最关键生产环境。
在Insight Partners、Lightspeed Venture Partners等顶级风险投资公司超过2.1亿美元融资的支持下，ScaleOps是巨大且不断增长的市场中的领军者。我们正在打造将推动未来十年企业计算的自主基础设施管理平台。
你将负责的工作
- 负责并拓展ScaleOps与AWS的战略合作
- 与AWS合作伙伴开发经理、客户经理、解决方案架构师及现场团队建立并维护牢固的关系
- 制定并执行联合业务计划，以推动合作伙伴带来的和影响的销售线索
- 与AWS销售团队一起识别并执行联合销售机会
- 推动合作伙伴赋能计划，确保AWS团队理解ScaleOps的价值主张和使用场景
- 与市场部合作执行联合营销活动、网络研讨会、活动及其他联合营销举措
- 与销售团队紧密合作，制定交易策略、客户画像和合作伙伴参与
- 与产品和工程团队合作，支持AWS市场计划、集成和合作伙伴项目
- 跟踪并报告关键合作关系指标，包括销售线索、带来的机会、收入和合作伙伴参与度
- 在AWS活动中、高管简报、客户会议和合作伙伴活动中代表ScaleOps
- 根据需要出差，与AWS团队、客户会面并参加公司活动
你具备的条件
- 在B2B SaaS或云基础设施公司中，拥有4年以上合作伙伴关系、联盟、渠道、商务拓展或云销售经验
- 具有与AWS合作并熟悉AWS合作伙伴生态系统的实际经验
- 有通过AWS合作伙伴关系推动销售线索、收入或战略项目的成功经验
- 强大的关系建立和利益相关者管理能力
- 有与销售、市场、产品和客户成功团队协作的经验
查看英文原文
ScaleOps is redefining autonomous cloud and AI infrastructure. We're on a mission to free DevOps and platform engineers from manual resource management so they can focus on innovation, not tuning resources. The results: maximized performance and a reduction of cloud costs by up to 80%.
As the category leader in Autonomous Cloud and AI Infrastructure Resource Management, we're trusted by leading enterprises including Adobe, Wiz, Epic Games, Northwestern Mutual, Coinbase, DocuSign, and Fortune 100 companies to autonomously manage their most critical production environments.
Backed by Insight Partners, Lightspeed Venture Partners, and other leading VCs with over $210M in funding, ScaleOps is the leading player in a massive and growing market. We are building the autonomous infrastructure management platform that will power the next decade of enterprise compute.
What You Will Be Doing
- Own and grow ScaleOps' strategic partnership with AWS.
- Build and maintain strong relationships with AWS Partner Development Managers, Account Managers, Solution Architects, and field teams.
- Develop and execute joint business plans to drive partner-sourced and partner-influenced pipeline.
- Identify and execute co-selling opportunities alongside AWS sales teams.
- Drive partner enablement initiatives, ensuring AWS teams understand ScaleOps' value proposition and use cases.
- Collaborate with Marketing to execute joint campaigns, webinars, events, and other co-marketing initiatives.
- Partner closely with Sales on deal strategy, account mapping, and partner engagement.
- Work with Product and Engineering to support AWS marketplace initiatives, integrations, and partner programs.
- Track and report on key partnership metrics, including pipeline, sourced opportunities, revenue, and partner engagement.
- Represent ScaleOps at AWS events, executive briefings, customer meetings, and partner activities.
- Travel as needed to meet with AWS teams, customers, and attend company events.
What You Bring
- 4+ years of experience in Partnerships, Alliances, Channel, Business Development, or Cloud Sales within a B2B SaaS or cloud infrastructure company.
- Proven experience working with AWS and navigating the AWS partner ecosystem.
- Demonstrated success driving pipeline, revenue, or strategic initiatives through AWS partnerships.
- Strong relationship-building and stakeholder management skills.
- Experience collaborating with Sales, Marketing, Product, and Customer Success teams.
- Excellent communication, presentation, and executive-facing skills.
- Self-starter with strong ownership, organization, and execution capabilities.
- Familiarity with AWS Partner Network (APN), AWS Marketplace, and AWS partner programs is highly desirable.
- Bachelor's degree or equivalent professional experience.
Originally posted on Himalayas