AWS Co-Sell Alliance Lead

ScaleOps; New York (NY); On-site; USD 140,000 - 190,000; Full time

Job summary

ScaleOps seeks an experienced AWS Alliance Lead to own the AWS co-sell relationship end-to-end. You will drive co-sell initiatives, activate AWS field teams, and move opportunities to closed-won alongside ScaleOps AEs. This is a quota-bearing, field-facing role requiring execution against plan.

You will own the pipeline, coordinate with AWS programs, and leverage Marketplace and MACC burn-down strategies to maximize revenue. This is a hands-on, cross-functional role.

Qualifications

• 2+ years running AWS co-sell / alliance work at a B2B infrastructure, cloud, observability, or DevOps SaaS company or equivalent time inside AWS
• Personally ran an AWS co-sell motion day-to-day with AWS account teams, moving opportunities to close
• Carried or contributed to an AWS-sourced / co-sell-influenced pipeline or Marketplace number
• Deep AWS co-sell fluency: ISV Accelerate, Global Startup Program, ACE management, and co-selling with AWS teams
• Working knowledge of AWS Marketplace co-sell motion, private offers, CPPO, and EDP / MACC burn-down
• Proven at activating the AWS field, not just inbound referrals
• Credible with a technical, cloud-native buyer familiar with Kubernetes / DevOps ecosystem
• Hands-on contributor role; not management
• Strong Salesforce discipline for co-sell tracking and pipeline hygiene

Responsibilities

• Own end-to-end AWS co-sell pipeline in Partner Central / ACE opportunity registration, quality scores, referrals, and opportunities to close
• Route co-sell deals through AWS Marketplace and leverage MACC burn-down to grow Marketplace revenue
• Manage ISV Accelerate, Global Startup Program, Marketplace, and EKS Add-on program requirements to unlock benefits
• Activate the AWS field with AMs, Startup BDMs, and SAs to co-sell ScaleOps; enable and seed-account lists
• Own AWS relationships with PDM, GTM PDM, account teams, SAs; run cadence, QBRs, and executive touchpoints
• Own monthly AWS scorecard (Marketplace TCV, opportunities sourced/influenced, attach rate, win rate)
• Collaborate cross-functionally with marketing, product/SE, RevOps, and finance

Skills

AWS co-sell

Alliance management

Salesforce

Cross-functional collaboration

Demand generation

Pipeline management

Tools

Partner Central / ACE

Salesforce

Job description

ScaleOps seeks an experienced AWS Alliance Lead to own the AWS co-sell relationship end-to-end. You will drive co-sell initiatives, activate AWS field teams, and move opportunities to closed-won alongside ScaleOps AEs. This is a quota-bearing, field-facing role requiring execution against plan.

You will own the pipeline, coordinate with AWS programs, and leverage Marketplace and MACC burn-down strategies to maximize revenue. This is a hands-on, cross-functional role.