Strategic Alliances - AWS Partner Development Specialist

ZS Associates; Bellevue (WA); Hybrid; USD 150,000 - 230,000; Full time

Benefits offered by this job

Total rewards package

Hybrid working model

Job summary

ZS Associates seeks an Alliance Lead to own the AWS relationship, shape the joint strategy, and drive funding, certifications, and go‑to‑market initiatives. You’ll coordinate across client teams and internal leaders to accelerate revenue and ensure measurable outcomes.

In this role, you’ll manage multi‑dimensional partnerships, track progress against milestones, and communicate opportunities while advancing AWS competencies and alignment with ZS capabilities in cloud, data, analytics, and AI.

Qualifications

• Bachelor's degree required; master's degree preferred.
• 5+ years of relevant experience in strategic alliances, partner development, cloud ecosystems, business development, or enterprise technology sales; direct AWS partner-program experience strongly preferred.
• Demonstrated ability to manage a complex, multi‑dimensional technology partnership and build credibility with senior internal and external stakeholders.
• Working knowledge of AWS partner programs and motions, including funding, certifications, opportunity registration, competencies, co‑selling, and marketplace activation.
• Proven ability to build pipeline, influence sales cycles, and connect alliance activity to measurable revenue and client outcomes.
• Strong program‑management and operational skills, with the ability to manage multiple workstreams, deadlines, dependencies, and reporting requirements.
• Ability to understand cloud, data, analytics, and AI solutions sufficiently to engage technical and commercial stakeholders and translate capabilities into business value.
• Excellent written and verbal communication, executive presence, structured problem‑solving, and cross‑functional leadership skills.
• Customer‑first mindset, high ownership, sound judgment, maturity, adaptability, and personal initiative in a fast‑paced environment.

Responsibilities

• Own the AWS relationship: Manage the overall health and well‑being of the alliance, establish governance and operating rhythms, maintain stakeholder maps, coordinate executive engagement, and serve as the primary point of accountability for the partnership.
• Develop and execute joint strategy: Create and maintain the AWS alliance plan, including priorities, target industries and accounts, joint solutions, investment requirements, success measures, and quarterly business reviews.
• Drive AWS funding: Identify, secure, track, and optimize applicable AWS funding and investment programs; coordinate business cases, submissions, approvals, delivery evidence, and financial reconciliation with internal stakeholders.
• Build certifications and enablement: Increase AWS certifications and accreditations across priority roles by setting targets, mobilizing learning plans, monitoring progress, and partnering with ZS talent, practice, and delivery leaders.
• Manage opportunity registration: Establish a disciplined process to identify and register eligible opportunities, maintain registration quality and status, resolve exceptions, and connect ZS sellers with the appropriate AWS field teams.
• Advance AWS competencies: Lead the pursuit and ongoing maintenance of relevant AWS competencies, service validations, and partner designations by coordinating requirements, evidence, audits, references, and remediation actions.
• Grow pipeline and revenue: Own partnership revenue and pipeline objectives; drive account mapping, co‑sell motions, joint pursuits, marketplace opportunities, and conversion of AWS‑sourced and ZS‑sourced demand.
• Activate go‑to‑market programs: Develop joint campaigns, events, sales plays, enablement, presentations, demos, and reusable assets that make it easier for ZS and AWS teams to position and sell together.
• Run alliance operations: Maintain dashboards, forecasts, action logs, partner‑portal data, benefits utilization, program compliance, contracts, communications, and reporting. Ensure operational details are accurate, timely, and decision‑ready.
• Mobilize ZS stakeholders: Collaborate across client teams, industry and practice leaders, marketing, finance, legal, procurement, operations, learning and development, and delivery teams to execute alliance priorities.
• Represent the partnership: Act as a trusted advisor and internal AWS expert, communicate program changes and opportunities, remove execution barriers, and advocate for ZS within AWS and for AWS across ZS.

Skills

Strategic alliances

Partner development

Cloud ecosystems

Business development

Enterprise technology sales

Stakeholder management

AWS partner-program experience

Education

Bachelor's degree

Master's degree

Job description

What You’ll Do

• Own the AWS relationship: Manage the overall health and well‑being of the alliance, establish governance and operating rhythms, maintain stakeholder maps, coordinate executive engagement, and serve as the primary point of accountability for the partnership.
• Develop and execute joint strategy: Create and maintain the AWS alliance plan, including priorities, target industries and accounts, joint solutions, investment requirements, success measures, and quarterly business reviews.
• Drive AWS funding: Identify, secure, track, and optimize applicable AWS funding and investment programs; coordinate business cases, submissions, approvals, delivery evidence, and financial reconciliation with internal stakeholders.
• Build certifications and enablement: Increase AWS certifications and accreditations across priority roles by setting targets, mobilizing learning plans, monitoring progress, and partnering with ZS talent, practice, and delivery leaders.
• Manage opportunity registration: Establish a disciplined process to identify and register eligible opportunities, maintain registration quality and status, resolve exceptions, and connect ZS sellers with the appropriate AWS field teams.
• Advance AWS competencies: Lead the pursuit and ongoing maintenance of relevant AWS competencies, service validations, and partner designations by coordinating requirements, evidence, audits, references, and remediation actions.
• Grow pipeline and revenue: Own partnership revenue and pipeline objectives; drive account mapping, co‑sell motions, joint pursuits, marketplace opportunities, and conversion of AWS‑sourced and ZS‑sourced demand.
• Activate go‑to‑market programs: Develop joint campaigns, events, sales plays, enablement, presentations, demos, and reusable assets that make it easier for ZS and AWS teams to position and sell together.
• Run alliance operations: Maintain dashboards, forecasts, action logs, partner‑portal data, benefits utilization, program compliance, contracts, communications, and reporting. Ensure operational details are accurate, timely, and decision‑ready.
• Mobilize ZS stakeholders: Collaborate across client teams, industry and practice leaders, marketing, finance, legal, procurement, operations, learning and development, and delivery teams to execute alliance priorities.
• Represent the partnership: Act as a trusted advisor and internal AWS expert, communicate program changes and opportunities, remove execution barriers, and advocate for ZS within AWS and for AWS across ZS.

What You’ll Bring

• Bachelor's degree required; master's degree preferred.
• 5+ years of relevant experience in strategic alliances, partner development, cloud ecosystems, business development, or enterprise technology sales; direct AWS partner-program experience strongly preferred.
• Demonstrated ability to manage a complex, multi‑dimensional technology partnership and build credibility with senior internal and external stakeholders.
• Working knowledge of AWS partner programs and motions, including funding, certifications, opportunity registration, competencies, co‑selling, and marketplace activation.
• Proven ability to build pipeline, influence sales cycles, and connect alliance activity to measurable revenue and client outcomes.
• Strong program‑management and operational skills, with the ability to manage multiple workstreams, deadlines, dependencies, and reporting requirements.
• Ability to understand cloud, data, analytics, and AI solutions sufficiently to engage technical and commercial stakeholders and translate capabilities into business value.
• Excellent written and verbal communication, executive presence, structured problem‑solving, and cross‑functional leadership skills.
• Customer‑first mindset, high ownership, sound judgment, maturity, adaptability, and personal initiative in a fast‑paced environment.

How Success Will Be Measured

• Health and depth of the AWS relationship, including effective governance, executive sponsorship, field connectivity, and stakeholder satisfaction.
• Growth in AWS‑influenced and AWS‑sourced pipeline, revenue, registered opportunities, and joint wins.
• Funding secured, utilized, documented, and reconciled in support of agreed priorities.
• Progress against AWS certification, accreditation, competency, validation, and designation goals.
• Quality and timeliness of alliance operations, reporting, program compliance, and cross‑functional execution.
• Adoption and impact of joint solutions, marketplace motions, go‑to‑market programs, and enablement activities.

How you’ll grow

• Cross‑functional skills development & custom learning pathways
• Milestone training programs aligned to career progression opportunities
• Internal mobility paths that empower growth via s‑curves, individual contribution and role expansions

Perks & Benefits

• At ZS, your growth matters. We offer a comprehensive total rewards package that supports your health and well‑being, financial future, time away, and professional development. With robust skills‑building programs, multiple career progression paths, internal mobility, and a deeply collaborative culture, you’ll have the opportunity to do meaningful work, expand your capabilities, and thrive as part of a global community. For details on total rewards in United States, visit ZS US office locations | Where we work | ZS.

Hybrid working model

• Hybrid working model: We are committed to giving our employees a flexible and connected way of working. A flexible and connected ZS allows us to combine work from home and on‑site presence at clients/ZS offices for the majority of our week. The magic of ZS culture and innovation thrives in both planned and spontaneous face‑to‑face connections.

Travel

• Travel: Travel is a requirement at ZS for client facing ZSers; business needs of your project and client are the priority. While some projects may be local, all client‑facing ZSers should be prepared to travel as needed. Travel provides opportunities to strengthen client relationships, gain diverse experiences, and enhance professional growth by working in different environments and cultures.

Considering applying?

At ZS, we honor the visible and invisible elements of our identities, personal experiences, and belief systems—the ones that comprise us as individuals, shape who we are, and make us unique. We believe your personal interests, identities, and desire to learn are integral to your success here. We are committed to building a team that reflects a broad variety of backgrounds, perspectives, and experiences. Learn more about our inclusion and belonging efforts and the networks ZS supports to assist our ZSers in cultivating community spaces and obtaining the resources they need to thrive.

Work Authorization

This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Responsibilities

Zs' Strategic Alliances and Investments (SAI) group identifies, designs, and executes strategic partnerships across ZS's global business. Leveraging ZS's market intelligence, deep industry expertise, trusted client relationships, and credibility in the market, SAI works with partners to bring innovation to market and drive measurable client impact.

What You’ll Do

• Own the AWS relationship: Manage the overall health and well‑being of the alliance, establish governance and operating rhythms, maintain stakeholder maps, coordinate executive engagement, and serve as the primary point of accountability for the partnership.
• Develop and execute joint strategy: Create and maintain the AWS alliance plan, including priorities, target industries and accounts, joint solutions, investment requirements, success measures, and quarterly business reviews.
• Drive AWS funding: Identify, secure, track, and optimize applicable AWS funding and investment programs; coordinate business cases, submissions, approvals, delivery evidence, and financial reconciliation with internal stakeholders.
• Build certifications and enablement: Increase AWS certifications and accreditations across priority roles by setting targets, mobilizing learning plans, monitoring progress, and partnering with ZS talent, practice, and delivery leaders.
• Manage opportunity registration: Establish a disciplined process to identify and register eligible opportunities, maintain registration quality and status, resolve exceptions, and connect ZS sellers with the appropriate AWS field teams.
• Advance AWS competencies: Lead the pursuit and ongoing maintenance of relevant AWS competencies, service validations, and partner designations by coordinating requirements, evidence, audits, references, and remediation actions.
• Grow pipeline and revenue: Own partnership revenue and pipeline objectives; drive account mapping, co‑sell motions, joint pursuits, marketplace opportunities, and conversion of AWS‑sourced and ZS‑sourced demand.
• Activate go‑to‑market programs: Develop joint campaigns, events, sales plays, enablement, presentations, demos, and reusable assets that make it easier for ZS and AWS teams to position and sell together.
• Run alliance operations: Maintain dashboards, forecasts, action logs, partner‑portal data, benefits utilization, program compliance, contracts, communications, and reporting. Ensure operational details are accurate, timely, and decision‑ready.
• Mobilize ZS stakeholders: Collaborate across client teams, industry and practice leaders, marketing, finance, legal, procurement, operations, learning and development, and delivery teams to execute alliance priorities.
• Represent the partnership: Act as a trusted advisor and internal AWS expert, communicate program changes and opportunities, remove execution barriers, and advocate for ZS within AWS and for AWS across ZS.

What You’ll Bring

• Bachelor's degree required; master's degree preferred.
• 5+ years of relevant experience in strategic alliances, partner development, cloud ecosystems, business development, or enterprise technology sales; direct AWS partner-program experience strongly preferred.
• Demonstrated ability to manage a complex, multi‑dimensional technology partnership and build credibility with senior internal and external stakeholders.
• Working knowledge of AWS partner programs and motions, including funding, certifications, opportunity registration, competencies, co‑selling, and marketplace activation.
• Proven ability to build pipeline, influence sales cycles, and connect alliance activity to measurable revenue and client outcomes.
• Strong program‑management and operational skills, with the ability to manage multiple workstreams, deadlines, dependencies, and reporting requirements.
• Ability to understand cloud, data, analytics, and AI solutions sufficiently to engage technical and commercial stakeholders and translate capabilities into business value.
• Excellent written and verbal communication, executive presence, structured problem‑solving, and cross‑functional leadership skills.
• Customer‑first mindset, high ownership, sound judgment, maturity, adaptability, and personal initiative in a fast‑paced environment.

How Success Will Be Measured

• Health and depth of the AWS relationship, including effective governance, executive sponsorship, field connectivity, and stakeholder satisfaction.
• Growth in AWS‑influenced and AWS‑sourced pipeline, revenue, registered opportunities, and joint wins.
• Funding secured, utilized, documented, and reconciled in support of agreed priorities.
• Progress against AWS certification, accreditation, competency, validation, and designation goals.
• Quality and timeliness of alliance operations, reporting, program compliance, and cross‑functional execution.
• Adoption and impact of joint solutions, marketplace motions, go‑to‑market programs, and enablement activities.

Qualifications

How you’ll grow:

• Cross‑functional skills development & custom learning pathways
• Milestone training programs aligned to career progression opportunities
• Internal mobility paths that empower growth via s‑curves, individual contribution and role expansions

Perks & Benefits:

• At ZS, your growth matters. We offer a comprehensive total rewards package that supports your health and well‑being, financial future, time away, and professional development. With robust skills‑building programs, multiple career progression paths, internal mobility, and a deeply collaborative culture, you’ll have the opportunity to do meaningful work, expand your capabilities, and thrive as part of a global community. For details on total rewards in United States, visit ZS US office locations | Where we work | ZS.

Hybrid working model:

• Hybrid working model: We are committed to giving our employees a flexible and connected way of working. A flexible and connected ZS allows us to combine work from home and on‑site presence at clients/ZS offices for the majority of our week. The magic of ZS culture and innovation thrives in both planned and spontaneous face‑to‑face connections.

Travel:

• Travel: Travel is a requirement at ZS for client facing ZSers; business needs of your project and client are the priority. While some projects may be local, all client‑facing ZSers should be prepared to travel as needed. Travel provides opportunities to strengthen client relationships, gain diverse experiences, and enhance professional growth by working in different environments and cultures.

Considering applying?:

At ZS, we honor the visible and invisible elements of our identities, personal experiences, and belief systems—the ones that comprise us as individuals, shape who we are, and make us unique. We believe your personal interests, identities, and desire to learn are integral to your success here. We are committed to building a team that reflects a broad variety of backgrounds, perspectives, and experiences. Learn more about our inclusion and belonging efforts and the networks ZS supports to assist our ZSers in cultivating community spaces and obtaining the resources they need to thrive.

ZS is an equal opportunity employer and is committed to providing equal employment and advancement opportunities without regard to any class protected by applicable law.

Work Authorization

This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.