Strategic Alliance Representative

Workiva, Inc.; Ames (IA); Remote; USD 143,000 - 230,000; Full time

Job summary

Workiva is seeking a highly organized professional to drive the AWS стратег partnership. You will serve as the operational engine of the AWS relationship, supporting the Director of Technology Partnerships and leading co-sell and partner strategy to scale growth.

You will manage AWS-related marketplaces, campaigns, webinars, and joint initiatives to generate pipeline and accelerate joint deals with AWS field sales.

Qualifications

• 4+ years of experience in alliances, channel sales, partner operations, or partner-facing business development focused on the AWS ecosystem.
• Operational experience managing partner co-sell and influencing pipeline generation.
• AWS Platform Knowledge: deep understanding of AWS services, the AWS Partner Network (APN), ACE system, and AWS Partner Programs.

Responsibilities

• Act as the primary focal point for building, managing, and growing the AWS relationship in the designated territory with AWS account teams.
• Support GTM planning and execution for joint AWS Workiva activities, enablement, and engagement with ecosystem participants.
• Operationalize Co-Sell by managing the ACE Pipeline Manager for submission, tracking, and reporting of co-sell opportunities.
• Assist with AWS Marketplace management, deal registration, and listing updates to accelerate co-selling motions.

Skills

Alliances

Channel sales

Partner operations

AWS ecosystem

Job description

We are seeking a highly organized and energetic professional to support our global strategic partnership with AWS, serving as the operational engine of our partnership. This role will support the Director of Technology Partnerships, AWS (or similar AWS Partner Leader) and is focused on flawlessly executing our co-sell and AWS partner strategy. This position manages critical operational aspects of the partnership, including Cloud Marketplaces and the co-sell motion, with a focus on driving sales and deployment of our software. As a builder with a strategic mindset, you will help scale this relationship for growth.

What You'll Do

Relationship Support & Management

• Act as the primary focal point for building, managing, and growing the AWS relationship in the designated territory, including managing day-to-day relationships with relevant AWS account management and partner sales teams
• Leverage relationships to enable teams, mapping AWS contacts into CRM, and market wins; support the AWS Alliance Director to cultivate deep relationships with AWS' cross-functional leadership team and optimize partner performance through business reviews
• Participate in the quarterly business review (QBR) cadence, leading both the preparation and execution of these meetings
• Identify opportunities to work with our key advisors (SI / GSI) to help Workiva expand into new markets and new sellers

Go-to-Market (GTM) Execution & Strategy Support

• Support the Director/Partner Leader to build and execute a revenue-generating joint GTM plan with AWS, including joint activities, enablement, and engagement with other key ecosystem participants.
• Lead and expand the AWS relationship by driving demand generation and co-selling through joint campaigns, webinars, and events to generate new pipeline and increase visibility
• Operationalize Co-Sell by managing the AWS ACE Pipeline Manager for submission, tracking, and reporting of co-sell opportunities to accelerate joint deals with the AWS field sales team
• Marketplace Support and Internal Acceleration by assisting with the day-to-day management of the AWS Marketplace (private offer creation, deal registration, listing updates) and identifying opportunities with other Workiva Partner Directors to accelerate Channel-related co-selling motions

Enablement & Internal Expertise

• Act as the internal champion and subject matter expert for all things AWS co-sell, educating and enabling internal teams on AWS offerings, Partner Program benefits, and best practices.
• Design external enablement on Workiva for AWS sellers, including email newsletters, win wires, and videos, outlining Workiva's solutions and "when to call Workiva."
• Create documentation, run training, and provide hands‑on support to sales on leveraging AWS programs and funding to win deals.
• Support the AWS Partner Director with cross‑functional projects like Partner Marketing and Enablement programs, and collaborate on co/tri‑build products between Workiva, AWS, and SI/GSIs

What You'll Need

Minimum Qualifications

• 4+ years of experience in an alliances, channel sales, partner operations, or partner-facing business development role, with a specific focus on the AWS ecosystem
• Demonstrated operational experience managing partner co-sell and influencing pipeline generation
• AWS Platform Knowledge: Deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs

Preferred Qualifications

• Direct, hands‑on experience with the AWS Marketplace and ACE co-sell program is a significant plus
• A master of execution with an "Act Now" mentality. Proven ability to manage projects flawlessly and cut through ambiguity
• Highly analytical and data‑driven mindset. Ability to meticulously track and report on partnership KPIs, including marketplace revenue and co-sell pipeline, delivering regular insights to leadership
• An excellent communicator and relationship‑builder who can confidently enable internal sales teams, build strong rapport with AWS counterparts, and collaborate effectively across all levels
• Proven track record of exceeding revenue‑based quotas or MBOs related to partner influence. Experience accelerating, maturing, and expanding existing partnerships is preferred

Travel Requirements & Working Conditions

• Up to 20% travel expected for team and corporate meetings
• Reliable internet access for any period of time working remotely, not in a Workiva office

Workiva will not provide visa sponsorship for this position. Candidates must be authorized to work in the U.S. on a permanent basis.

How You'll Be Rewarded

On Target Earnings (OTE) range in the US: 143,000.00 - 230,000.00 USD Annual

Eligible for commission based on sales performance

Restricted Stock Units granted at time of hire

401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Why Join Workiva

Workiva is the platform designed to bring confidence, control, and a competitive edge to the world's most complex organizations. Our AI‑powered platform unifies finance, risk, and sustainability on a single, secure foundation-ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.

At Workiva, you'll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you're energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we'd love to meet you.

Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email .

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.