Aws Alliances Director

Tata Consultancy Services; Edison (NJ); On-site; USD 168,000 - 198,000; Full time

Job summary

Tata Consultancy Services Limited in Edison, New Jersey is seeking an AWS Alliance Director to lead the regional partnership with AWS. This senior role oversees strategy, governance, funding, and joint initiatives, driving joint GTM plans and measurable outcomes for both organizations.

You will align field teams, manage executive stakeholders, and ensure the partnership delivers growth, operational excellence, and visibility into AWS programs, while ensuring TCS recognition across the partner

Qualifications

• 13+ years of experience in enterprise technology services, cloud sales, alliance/partnership management, or transformation leadership.
• Demonstrated success in driving hyperscaler-led growth, preferably with AWS.
• Experience in relationship management, cloud technologies, and ecosystem-led growth/sales.
• Strong business acumen with ability to translate strategy into execution.
• Must be able to engage with field sales, delivery, and leadership stakeholders.

Responsibilities

• Lead the TCS-AWS partnership strategy, governance, and program execution.
• Drive joint business plans, GTM strategies, and cadence with AWS leadership.
• Manage funding discussions and ensure optimal use of partner investments (SCAs).
• Oversee field engagements, interlocks with Industry Solution Units, and joint opportunities.

Skills

Relationship management

Cloud technologies

Executive communication

Sales collaboration

AWS programs

Tools

AWS Partner Portal

Job description

Job Description

Role Overview

The AWS Alliance Director is a senior business leader responsible for managing the partnership with AWS in the region. The role encompasses managing stakeholders, partner relationship and interlocks with AWS partner/sales/industry/technology stakeholders. Responsibilities including preparing joint partnership strategy & business plan, joint scorecard and key metrics, joint strategic initiatives and programs, managing salesforce hygiene, funding management, periodic governances/QBRs and cadences with AWS, expanding sales engagement with AWS teams, and ensuring TCS recognition within the partner ecosystem. This role is pivotal for nurturing and scaling the TCS-AWS partnership, ensuring operational excellence, and delivering measurable outcomes for both organizations

Key Responsibilities

• Partnership Strategy & Business Growth
  • Drive the expansion and impact of the TCS-AWS partnership by collaborating closely with AWS field teams, PDM/PSM/AE teams, and TCS sales, industry, and solution units
  • Develop and track key partnership metrics and targets vital for joint success in the region
  • Facilitate the creation and execution of Joint Business Plans, Go-To-Market strategies, and strategic initiatives in tandem with BU Sales and Marketing teams
• Field Engagement & Opportunity Management
  • Lead on-the-ground field engagements and interlocks with Industry Solution Units and Major Markets to identify and drive joint opportunities
  • Organize knowledge roadshows, enablement programs, and partnership awareness campaigns to amplify the partnership's presence and value proposition
  • Orchestrate engagement programs and ensure the TCS team is informed about new AWS programs, strategic shifts, leadership updates, and relevant partner insights
• Funding and Investment Management
  • Own and manage AWS partner funding discussions, ensuring optimal utilization of partner investments and funding avenues (including SCAs and new funding programs)
  • Conduct funding and evangelization sessions for all TCS stakeholders, channeling partner funds to maximize benefits for both joint customers and TCS
  • Monitor and drive SCA KPI achievement, ensuring successful outcomes for the partnership
• Strategic Initiatives, SCA, events
  • Drive and execute SCA outcomes in the region
  • Plan and execute joint initiatives with AWS around Industry and Technology EBCs, Executive Visioning Workshops, Immersion Days, EBA workshops, etc.
  • Plan TCS participation in AWS events from AWS engagement standpoint, ensure visibility and engagement with the AWS leaders and stakeholders, ensure TCS visibility into AWS stage/forums/platforms/networking events
• Operational Excellence & Governance
  • Maintain operational rigor, including TCS-AWS Salesforce data hygiene, ensuring accuracy, timeliness, and appropriate recognition for joint wins and pipeline contributions
  • Oversee governance activities, such as leadership calls, QBRs, cadences, and reviews with TCS and AWS stakeholders across regions and functions
  • Lead post-cadence follow-ups and ensure proper documentation and process management within the AWS Partner Portal for all joint activities
• Collaboration & Ecosystem Engagement
  • Collaborate with TCS and AWS leadership to expand the engagement model and grow the joint footprint in North America
  • Act as the main point of contact for all AWS partner-related init iatives, facilitating meetings, pipeline reviews, and deal workshops

Required Experience & Qualifications

• 13+ years of experience in enterprise technology services, cloud sales, alliance/partnership management, or transformation leadership.
• Demonstrated success in driving hyperscalerled growth, preferably with AWS.
• Experience in Relationship management, cloud technologies, and ecosystem-led growth/sales
• Strong business acumen with ability to translate strategy into execution
• Good Sales acumen through prior sales/customer-facing roles and understanding of business needs
• Experience working with hyperscalars (especially AWS) for joint GTM, sales, strategy, execution
• Experience working with field sales, delivery, Industry, Products, Marketing teams and leadership stakeholders
• Must have an understanding of cloud technologies like AWS, Azure, Google Cloud and be able to speak the cloud language
• Ability to engage well with hyperscalar as well as sales in the field
• Understanding of strategic initiatives, AWS partner programs
• Experience enabling and executing Joint Business Plans GTM & Cadences
• Strong planning, prioritization, and execution discipline
• Good understanding of Business Metrics and KPIs to drive growth. Ability to Analyze, Track and report performance against agreed growth metrics
• Flexibility to manage & Lead multiple workstreams and stakeholder expectations.
• Proactive with outcome-driven approach
• Ability to learn and Train - Training and Enablement initiatives on partner tools and solutions. AWS Partner Funding & Investments programs.
• Good to have Prior experience in handling partner relationships in Infrastructure / Software /Cloud space
• Must have good Interpersonal communication skills, Learning agility, good verbal and written / presentation making skills (developing presentations as well as delivering in forums/meetings/reviews).
• Must have flexibility for working hours and to accommodate spikes in deliverable asks and outcomes as well as to accommodate ecosystem holders availability.
• Must have flexibility to take on additional work threads based on needs of the partnership function and demands of the evolving ecosystem.
• Good Understanding of AWS Partner Model & ISVs
• AWS Certifications - Cloud practitioner certification, AWS AI ML Certification
• Executivelevel communication skills with the ability to translate technology into business impact.
• Ability to be located in / relocate to Edison, New Jersey for this role.

Preferred Attributes

• Experience operating as Hyperscaler Leader in a GSI or GSI leader in Hyperscaler consulting environment.
• Familiarity with AWS cosell motions and partner programs.
• Ability to balance strategic thinking with handson deal execution.

Salary Range: $168,300-$198,000 a year

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Location

Edison, NJ

Function

CONSULTANCY

Role

Director

ID

434445

Skills

Partner Affairs

Salary Range

$168,300 - $198,000