Specialist Alliance Management

Birlasoft; Bengaluru; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Birlasoft is seeking an AWS Alliance Associate in Bengaluru to manage and nurture the Birlasoft-AWS partnership. You will drive joint initiatives, coordinate with AWS stakeholders, and support adoption through training and certification programs.

Success requires cloud-partner experience, strong networking within partner ecosystems, and the ability to coordinate cross-functional teams for GTM initiatives. This role is based on-site in Bengaluru.

Qualifications

• 3-5 years of experience driving cloud business with partners.
• Experience managing AWS or other CSP organizations.
• Good technical background and solution development experience.
• Strong connects within partner ecosystem.
• Certification with cloud provider is an added advantage.
• Excellent team player capable of managing high-performance teams.

Responsibilities

• Partnership Management: cadence with AWS stakeholders and drive actions.
• Sales & Account Enablement: enable adoption through training and campaigns.
• Market Intelligence: monitor cloud industry trends and provide insights.
• Collaboration: align Birlasoft solutions with AWS GTM initiatives.
• Relationship Building: cultivate AWS partner manager and technical teams.
• Performance Tracking: maintain weekly trackers and action follow-ups.
• Communication: regular internal updates and leadership briefings.
• Contractual Agreements: work with legal on partnership terms.

Skills

Partnership management

Sales enablement

Market intelligence

Collaboration

Relationship building

Performance tracking

Communication

Contract negotiation

Job description

Job Description:

Area(s) of responsibility

AWS (Amazon Web Services) Alliance Associate Role involves managing and nurturing partnerships between Birlasoft and AWS. The Alliance team plays a crucial role in building strong relationships with AWS, driving joint business initiatives, and maximizing the value derived from the partnership.

KEY Responsibilities

1. Partnership Management:
   • Managing cadence and periodical discussions with AWS Partner and Leadership stake holders.
   • Working on key tracking points of Weekly, Monthly and QBR Calls. Initiating and managing discussion with AWS stakeholders to drive the action items.
2. Sales & Account Enablement:
   • Working closely with Birlasoft LnD team on driving AWS adoption through training and certification drives for sales teams and project teams.
   • Planning specific Account certification campaigns with LnD team to improve adoption.
3. Market Intelligence:
   • Staying updated on industry trends, market developments, and competitive landscapes related to cloud computing and AWS is essential.
   • Providing insights and recommendations to the organization/HBU/VBUs based on this information.
4. Collaboration:
   • Working closely with HBU/VBUs to ensure the right solutions are taken along for joint GTM developments.
   • Collaborating with various industrial and technological verticals of AWS to understand the right fitment for Birlasoft services, solutions, and practices.
5. Relationship Building:
   • Developing and maintaining relationships with key stakeholders at AWS, including partner managers, sales representatives, and technical teams, is a critical aspect of the job.
6. Performance Tracking:
   • Managing a Global AWS Alliance Tacker with updates and drivers from every week to be monitored, updated, and followed up.
   • Managing Individual GTM Trackers regularly to ensure healthy movement of actions and plans which were initially decided.

1. Communication:
   • Working with internal leadership stakeholders to regularly plan internal presentations with regular gap checks.
   • Working on regular reports specific to HBU/VBU leadership sharing updates and status.
2. Contractual Agreements:
   • Collaborating with Birlasoft legal teams to negotiate and finalize partnership agreements, contracts, and terms if any arise as we create newer threads of agreements.

Job Requirement:

• 3-5 years of experience in driving cloud business with partners
• Experience with managing AWS or other CSP Organizations
• Good technical background and solution development experience
• Good connects within partner eco system.
• Strong business acumen with commitment to drive the business and achieve the target.
• Certification with cloud provider would be an added advantage.
• Excellent team player with ability to manage high performance team.