Senior AWS and Technology Partnerships Manager

Responsibilities

AWS alliance leadership

• Own the AWS alliance strategy, annual business plan, operating cadence, and mutual success metrics.
• Serve as SnapLogic’s primary business contact for AWS Partner Development, industry, specialist, Marketplace, product, and executive stakeholders.
• Coordinate with partner sales leaders at SnapLogic and AWS.
• Maximize hyperscaler funding, incentives, co-sell, competencies, validations, certifications, and partner-program benefits.
• Build relationships across AWS leadership and field organizations, including executive sponsorship and escalation paths.
• Coordinate with sales, marketing, product, engineering, and executive stakeholders.
• Lead strategic planning sessions, executive briefings, monthly operating reviews, and quarterly business reviews.

Technology and ISV ecosystem strategy

• Define the technology-partner portfolio strategy based on product roadmap, target markets, customer requirements, and competitive positioning.
• Identify, evaluate, prioritize, and recruit strategic ISVs and platform partners.
• Own the full partner lifecycle, from business case and technical discovery through negotiation, contracting, integration, launch, performance management, renewal, and expansion.
• Create segmentation and governance models for strategic, emerging, and long-tail partners.
• Identify OEM, white-label, embedded, and platform-distribution opportunities.
• Develop commercial and financial models for licensing, usage-based economics, minimum commitments, revenue share, and support responsibilities.
• Build launch and scale plans for OEM partners, including integration milestones, enablement, demand creation, pipeline development, implementation, support, and customer success.

Joint solutions and go-to-market

• Develop differentiated value propositions, integrations, reference architectures, and sales plays with AWS and technology partners.
• Partner with Product and Engineering to influence roadmap priorities and ensure integrations address customer needs with clear adoption and monetization plans.
• Create repeatable co-sell motions through account mapping, opportunity registration, seller introductions, executive sponsorship, technical validation, and opportunity progression.
• Partner with Marketing on joint launches, campaigns, events, webinars, workshops, content, customer stories, analyst activity, and industry events.
• Enable sellers, solution architects, services teams, and customer-success teams with messaging, playbooks, training, competitive guidance, and proof points.

Business management and internal leadership

• Define and report partnership scorecards covering sourced and influenced pipeline, bookings, marketplace transactions, OEM revenue, product adoption, integration usage, funding utilization, and launch milestones.
• Provide leadership with intelligence on partner strategies, ecosystem shifts, organizational changes, competitive dynamics, and emerging opportunities.
• Coordinate execution across Sales, Solutions Consulting, Product, Engineering, Marketing, Customer Success, Finance, Legal, Security, Support, and Operations.

Requirements

• 7+ years of experience in strategic alliances, technology partnerships, business development, OEM, corporate development, channel sales, or ecosystem roles in enterprise software, cloud, data, integration, or AI.
• At least 3 years of direct experience managing an AWS relationship or working deeply within the AWS partner ecosystem.
• Demonstrated success identifying, negotiating, launching, and scaling technology or ISV partnerships with measurable product, pipeline, revenue, or customer outcomes.
• Working knowledge of AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, including private offers, channel or multiparty offers, co-sell motions, committed-spend programs, and operational workflows.
• Strong executive presence and ability to influence senior leaders, field sellers, product teams, engineers, solution architects, legal teams, and operational stakeholders across matrixed organizations.
• Bachelor’s degree or equivalent practical experience.

Preferred Qualifications

• Experience with iPaaS, data and application integration, API management, automation, enterprise AI, or adjacent infrastructure software.
• Experience structuring OEM, embedded, white-label, licensing, or revenue-share partnerships, including complex commercial and contractual negotiations.
• Experience with AWS Strategic Collaboration Agreements or comparable multi-year hyperscaler agreements.
• Experience managing global partnerships across North America, EMEA, and APAC.