AWS Alliance Lead

ScaleOps; New York (NY); On-site; USD 150,000 - 230,000; Full time

Job summary

ScaleOps, a leader in real-time automated cloud resource management, seeks an experienced AWS Alliance Lead to own the AWS co-sell motion end‑to‑end, activate the AWS field, and drive co‑sell deals to closed‑won with ScaleOps AEs and AWS account teams.

This quota‑carrying, field‑facing role requires deep AWS co‑sell fluency, hands‑on execution, and strong Salesforce discipline to maintain pipeline and hit program targets.

Qualifications

• 2+ years running AWS co-sell/alliance work in a B2B cloud/SaaS context.
• Direct experience with AWS co-sell/Marketplace motions and partner programs.
• Proven ability to manage and close co-sell opportunities.

Responsibilities

• Own end‑to‑end AWS co‑sell pipeline in Partner Central / ACE, drive deals to closed‑won.
• Route co‑sell deals through AWS Marketplace and leverage MACC burn‑down as a lever.
• Coordinate with AWS field, ScaleOps AEs, and account teams to accelerate pipeline.
• Activate AWS field, run enablement, and build joint seed‑account lists.
• Maintain Salesforce hygiene and report on AWS performance metrics.

Skills

AWS co-sell

Alliance management

Salesforce

AWS Marketplace

Kubernetes / DevOps

Field activation

Opportunity management

Tools

Salesforce

Partner Central

ACE

Job description

ScaleOps, the leader in real‑time automated cloud resource management, is revolutionizing how DevOps teams manage their cloud‑native application infrastructures. Backed by venture capital and software industry titans, ScaleOps' platform removes the organizational friction between application owners and DevOps teams by fully automating the resource management process to meet real‑time demand. The ScaleOps platform dynamically manages the application's resource allocation, eliminating the need for manual intervention. The result is improved application performance, 60%–80% cloud cost savings, and a fully automated allocation process.

With well over $80 million in backing, ScaleOps has seen tremendous business growth, attracting global industry leaders to its customer base. ScaleOps automatically manages the production environments of over 50 enterprises, including Wiz, CATO Networks, Outreach, SentinelOne, Maxar, Playtika, Orca Security, EQ Bank, Outbrain, PayU, and Noname.

We're seeking an experienced AWS Alliance Lead to own the AWS relationship end‑to‑end co‑sell, Marketplace, and partner programs and turn it into a repeatable demand‑generation engine for ScaleOps. This is a quota‑carrying, field‑facing execution role. You will personally run the AWS co‑sell motion day‑to‑day, activate the AWS field, and drive co‑sell deals to closed‑won alongside ScaleOps AEs and AWS account teams. Strategy is set; your job is to execute it and own the number.

Requirements

• 2+ years running AWS co‑sell / alliance work at a B2B infrastructure, cloud, observability, or DevOps SaaS company or equivalent time inside AWS (e.g. as a PDM); depth in the co‑sell motion matters more than years
• Has personally run an AWS co‑sell motion day‑to‑day managing opportunities in Partner Central / ACE, working AWS account teams, and moving deals to close (Tackle experience a strong plus)
• Carried or directly contributed to an AWS‑sourced / co‑sell‑influenced pipeline or Marketplace number, comfortable owning and delivering a number through AWS
• Deep AWS co‑sell fluency: ISV Accelerate, Global Startup Program, ACE opportunity management, and co‑selling with AWS AMs, Startup BDMs, and SAs
• Working knowledge of the AWS Marketplace co‑sell motion, private offers, CPPO, and EDP / MACC burn‑down — enough to drive deals through it
• Proven at activating the AWS field, not just accepting inbound referrals
• Credible with a technical, cloud‑native buyer ,understands the Kubernetes / DevOps ecosystem well enough to earn trust with AWS SAs and customer engineering teams
• Hands‑on individual contributor will personally run the day‑to‑day; this is not a management or strategy role
• Strong Salesforce discipline for co‑sell tracking and pipeline hygiene

Responsibilities

• Own the end‑to‑end AWS co‑sell pipeline in Partner Central / ACE opportunity registration, quality scores, AO referrals, partner‑originated opportunities and drive deals to closed‑won alongside ScaleOps AEs and AWS account teams; keep pipeline clean in Salesforce and Tackle
• Route co‑sell deals through AWS Marketplace and use EDP / committed‑spend (MACC) burn‑down as a selling lever to grow Marketplace‑sourced revenue
• Manage and advance ScaleOps' standing across ISV Accelerate, the AWS Global Startup Program, Marketplace, and the EKS Add‑on / Partner Central agentic ACE system; hit program requirements and unlock co‑sell, MDF, and Marketplace benefits
• Activate the AWS field — get AMs, Startup BDMs, and SAs to actively co‑sell ScaleOps; run SA enablement, build joint seed‑account lists, secure account‑team introductions, and drive plays like the GPU‑constraint program into AWS's GPU‑constrained customers
• Own the AWS relationships with our PDM, GTM PDM, account teams, SAs, and specialist teams; run the cadence, QBRs, and executive touchpoints
• Own the monthly AWS scorecard (Marketplace TCV, sourced and influenced opportunities, attach rate, co‑sell win rate, co‑sell meetings) and be the single source of truth on AWS performance
• Collaborate cross‑functionally with marketing (demand‑gen, MDF), product/SE (EKS Add‑on, GPU enablement), RevOps (pipeline and reporting), and finance (deal structure)