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Sr AWS Alliance Manager

** ClearScale is looking to hire a Sr AWS Alliance Manager (East-Coast based) **

ClearScale is a leading cloud systems integration company and AWS Premier Consulting Partner providing a wide range of cloud services including cloud consulting, architecture design, migration, automation, application development, and managed services.

We help Fortune 500 enterprises, mid-sized business, and startups in verticals like: Healthcare, Education, Financial Services, Security, Media and Technology succeed with ambitious, challenging, and unique cloud projects. We architect, develop, and launch innovative and sophisticated solutions using the best cutting-edge cloud technologies.

ClearScale is growing quickly and there is high demand for the services we provide. Clients come to us for our deep experience with Big Data, Containerization, Serverless Infrastructure, Microservices, IoT, Machine Learning, DevOps and more.

Sr AWS Alliance Manager

As an Alliance Manager, you will have an exciting opportunity to build mind share and adoption of ClearScale’s services offerings with our partners and customers. A significant portion of this role will be dedicated to managing and expanding our partnership with Amazon Web Services (AWS). Your responsibilities will include building strong relations with AWS and channel partners, and jointly with ClearScale’s sales and marketing teams, lead campaigns focused on driving revenue, services adoption, and market penetration within SMB, Startup, and Mid-Enterprise markets.

The Alliance Manager will engage with AWS field sales and partner sales organizations to communicate ClearScale’s differentiation and capability. Specifically, the Alliance Manager will work with AWS Partner Sales Managers, Sales Executives, District Managers, and Business Development Managers. The Alliance Manager will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint AWS/ClearScale campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with AWS inside sales and demand generation teams. In addition to managing regional AWS partnerships, you will facilitate joint solutions and lead flow with ClearScale’s channel partners.

The Alliance Manager role reports to the VP of Business Development and contributes towards a regional sales quota, hence the ideal candidate has a strong background in selling technology and engaging with executive decision makers. Selling technology-based transformational services is complex and requires a person to understand the various roles each stakeholder plays in the process. You will have a natural ability to network and think strategically about solution selling, be motivated, take initiative, be a true team player. You will possess strong business development, strategic alliances, project management, and entrepreneurial skills, as well as technical background that enables you to lead GTM and alliance activities with AWS.

Ideally, you have expertise with the AWS ecosystem, possess an understanding of cloud services sales and partner-based selling. You have built relationships with AWS teams, and AWS SI and ISV partners, and have a track record of overachieving quota/KPIs.

This position is remote and focuses on managing ClearScale’s Alliance in the East, hence US-East locations are preferable. We will consider other US locations for exceptional candidates.

Responsibilities

  • Brand & Knowledge Management. AWS Relationship Management. Drive ClearScale brand awareness in the region. Evangelize ClearScale’s vision for cloud services throughout AWS and drive sales leads in the region through AWS stakeholders. Establish, manage, and support a meeting cadence to foster strong executive relationships between AWS and ClearScale. Work with AWS and partners to understand key criteria & KPIs for the alliance and keep sales and alliance management apprised of the health of the relationship. Ensure that key wins and GTM activities are recorded, tracked and communicated to regional AWS and Business Development teams in the region. Broker internal resources, tools, references and investments needed to execute on the business plans in order to help meet the set goals. Maintain and expand a network of contacts within the region.
  • AWS Partner Sales. Sales Enablement.  Accelerate adoption of ClearScale’s portfolio of services in the region. Create and maintain a long-term, scalable joint GTM model. Work closely with the marketing team to create a marketing plan that supports your alliance business and sales objectives. Jointly with ClearScale’s sales team, execute against a regional sales plan, meet or exceed quarterly revenue targets. Collaborate with AWS & ClearScale sales and partner teams to qualify, develop, and execute campaigns to generate new business opportunities. Closely align with AWS field sales and effectively leverage AWS resources within the AWS organization to support co-selling and GTM activities, field enablement, and  field alignment.
  • Pipeline Tracking, Reporting. Work with ClearScale’s Account Executives and AWS Partner Success Managers (PSMs) to ensure pipeline information is thorough and accurate. Own and drive all aspects of operational reporting including wins, pipeline, leads, and any other metrics important to AWS and partner alliance. Ensure pipeline management cadence is occurring regularly with AWS PSM and channel partners. Hold business reviews with AWS sales and PSM teams. Maintain accurate pipeline & results dashboards that communicate to key AWS & ClearScale stakeholders the effectiveness of the alliance programs & investments. Deliver business performance reviews to assess operational metrics/effectiveness on a monthly and quarterly basis.
  • Channel/ISV Partnerships. Work with our strategic alliance partners to identify and facilitate partnership opportunities and open up new revenue opportunities for ClearScale in the existing markets. Develop business plans, drive joint GTM co-selling goals and activities, including coordination of lead generation, joint marketing and sales enablement activities between ISV partners, AWS, and ClearScale. Measure incremental revenue through the channel partners and manage the opportunity pipeline health and reporting metrics.

Skills & Qualifications

  • 5-7 years in Professional Services and Marketing/Channel/Sales, supporting System Integrators, ISVs, and Resellers
  • Familiarity with AWS partner ecosystems and a track record in building alliance/sales/partner relationships with business and technical teams
  • Strong understanding of digital transformation drivers in the following technology domains: DevOps, Agile Development, Cloud Migrations, Containers, Microservices, Serverless, etc.
  • Problem solving ability and experience in aligning cross-functional teams - marketing, sales, engineering, and legal - toward common objectives to increase program ROI.
  • Comfortable with ambiguity, ability to quickly analyze and execute in a rapidly changing environment, take charge and make things happen.
  • Exceptional analytical, organizational, project management skills, and communication skill, ability to craft and deliver C-level presentations and captivate an audience
  • Highly independent and self-motivated with the ability to proactively seek out solutions and opportunities
  • Enjoy multi-tasking and juggling several different projects simultaneously
  • BA/BS degree required

What’s in it for you?

  • Competitive Salary; Benefits
  • Paid Time Off
  • Annual compensation re-evaluation
  • Collaborative, high-energy culture
  • Flexible work arrangements
  • Learning opportunities

 

 

 

 

ClearScale is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: ClearScale is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at ClearScale are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. ClearScale will not tolerate discrimination or harassment based on any of these characteristics. ClearScale encourages applicants of all ages.

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