Senior Alliances Manager - AWS & Strategic ISV

Key Responsibilities

Strategic Partnership Ownership & Focus

• Own and evolve Reltio’s global AWS partnership strategy, including co-sell, marketplace, and joint solution development.
• Develop and manage engagement with a key strategic ISV partner to expand Reltio’s go-to-market reach and joint solution capabilities.
• Define multi-year growth strategies, investment priorities, and joint initiatives aligned to Reltio’s business objectives.
• Act as a trusted advisor to internal leadership on AWS strategy, ecosystem trends, and competitive positioning.

AWS Partner Program Strategy & Execution

• Serve as Reltio’s internal subject matter expert on the AWS partner ecosystem, including programs, incentives, and co-sell mechanisms.
• Own and optimize engagement with AWS partner programs, including ISV co-sell (e.g., ISV Accelerate), WMP, MPOPP, POC funding, and MDF programs.
• Lead strategy and execution for deal registration, co-sell alignment, and opportunity management within AWS systems (e.g., ACE pipeline).
• Develop scalable frameworks and best practices to increase adoption of AWS programs across Reltio field teams.
• Act as the primary escalation point for complex AWS deal structures, funding approvals, and marketplace transactions.

Go-to-Market & Revenue Execution

• Drive pipeline generation through joint activities with AWS, including participation in partner summits, industry events, and executive roundtables, as well as leading targeted initiatives (e.g., data sprints) to accelerate joint sales engagement and deal progression.
• Design and scale repeatable AWS GTM plays, incorporating ISV capabilities where relevant.
• Lead complex, multi-party deal orchestration across Reltio, AWS, and ISV stakeholders.
• Support and scale AWS Marketplace transactions, including Private Offers and partner-involved deals.
• Align GTM execution with AWS incentives and programs to maximize deal velocity and conversion.
• Maintain visibility into pipeline health, progression, and performance.

Executive Engagement & Influence

• Build and maintain senior relationships within AWS and key stakeholders within the ISV partner organization.
• Lead executive business reviews (QBRs/EBCs) with AWS stakeholders to align on strategy, pipeline, and priorities.
• Influence AWS field teams and partner stakeholders to prioritize Reltio within co-sell and funding motions.
• Represent Reltio in AWS partner forums, industry events, and executive engagements, acting as a thought leader.

Solution & Ecosystem Development

• Drive development of AWS-first joint solutions, reference architectures, and offerings.
• Collaborate with Product and Engineering to prioritize integrations aligned to AWS and the selected ISV platform.
• Identify opportunities where the ISV partner can enhance AWS-centric solution positioning, particularly in data and AI use cases.
• Support enablement of field teams to effectively position AWS + Reltio and AWS + Reltio + ISV solutions.

Operational Excellence

• Establish and maintain partnership governance models, including planning cadence, KPIs, and executive reporting.
• Track and report on pipeline, revenue, marketplace performance, and program impact.
• Continuously optimize partnership performance through data-driven insights and scalable process improvements.
• Manage ambiguity and competing priorities, balancing short-term execution with long-term strategic impact.

Skills You Must Have

• Bachelor’s degree or equivalent practical experience.
• 8+ years of experience in alliances, partnerships, or business development within enterprise software or cloud ecosystems.
• Deep, hands-on expertise in the AWS partner ecosystem, with direct experience operating within AWS or an ISV with an established AWS partnership.
• Demonstrated success leveraging AWS co-sell programs (e.g., ISV Accelerate), AWS Marketplace (Private Offers & CPPO), funding programs (MDF, POC funding, MPOPP, and WMP) as well as driving deal registration, opportunity management, and broader partner program initiatives.
• Strong understanding of data platforms, analytics, and/or AI/ML ecosystems.
• Demonstrated ability to define and execute partnership strategy, not just support execution.
• Proven success influencing executive stakeholders internally and externally.
• Track record of driving complex, multi-party deals and scalable GTM motions.
• Excellent program management, organizational, and analytical skills, with attention to detail and the ability to manage multiple priorities.
• Proactive, high-energy, and results-oriented mindset with a demonstrated track record of high performance in fast-paced environments.
• Excellent communication, storytelling, and executive presentation skills.
• Willingness to travel up to 20% of the time