Responsibilities

Owning and executing the AWS partnership strategy across co-sell, marketplace, and partner programs
Defining how TigerData positions itself within AWS—including product alignment, messaging, and field engagement
Building and scaling co-sell motions with AWS account teams and solution architects to drive qualified pipeline and revenue
Driving AWS Marketplace strategy, including listing optimization, private offers, and deal acceleration
Establishing a clear prioritization framework for AWS initiatives—what we invest in, what we ignore, and why
Building deep, trust-based relationships with key stakeholders across AWS (partner org, field, product teams)
Partnering with Product & Engineering to influence roadmap and integrations that strengthen our AWS position
Aligning Sales, Marketing, and Product around a cohesive AWS-driven GTM motion
Owning partner-sourced and partner-influenced revenue metrics and holding the company accountable to them
Managing and mentoring a lean team (starting with 1 direct report) while staying deeply hands-on
Identifying how AI within AWS (e.g., Bedrock, data/ML ecosystem) intersects with our product and partnership strategy
Expanding into Azure/GCP eventually over time

Requirements

8+ years of experience in cloud partnerships, alliances, or strategic BD, ideally in infrastructure, data, or developer tools
Deep, first-hand experience working with AWS. You understand how partner, field, and sales motions actually work
Have built or significantly scaled AWS co-sell and/or marketplace motions that drove measurable revenue
Define clear targets for partner-led and partner-influenced revenue, track progress on a weekly basis, and take full ownership and accountability for delivering against those goals
Are equally strong in strategy and execution. You can define the plan and also get deals across the finish line
Have experience working with technical products (databases, data infrastructure, IoT, or similar)
Can build credibility with both technical stakeholders and AWS business teams
Are comfortable influencing exec-level stakeholders internally and externally
Thrive in ambiguity and know how to prioritize high-leverage opportunities without overbuilding the process
Have a clear perspective on how AI is changing the AWS ecosystem and how companies should adapt