About the Role / About the Job
This role involves managing a strategic commercial relationship with the company, ensuring alignment between customer demand, the company's engagement, distributor operations, and reseller economics. You will act as a key player in the company's ecosystem, serving as a bridge between the company, our distributors, and clients within the company's Cloud Practice. Your primary objective will be to foster a thriving partnership with the company, driving sustainable consumption, customer value, and fostering renewed commercial agreements.
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Main Duties and Responsibilities
AWS Alliance & Partner Management
- Own the day-to-day and strategic relationship with the company, maintaining a structured cadence with the company's Sales, PDMs, account teams, and service teams.
- Manage partner planning, governance, requirements, and progression across the company's Partner Network.
- Own or coordinate the company's competencies and Service Delivery Programs, including evidence, programme requirements, and ongoing compliance.
- Maintain visibility of the company's partner performance, opportunities, actions, and strategic priorities.
- Build productive relationships across the company and represent the organization professionally in partner engagements.
AWS Resell & Distributor Management
- Operate confidently within the company's distributor/reseller model, understanding the commercial and operational flow from the company through distributor to end customers.
- Manage working relationships with distributors, coordinating commercial, operational, and billing matters.
- Understand reseller pricing, discounts, credits, customer account structures, invoicing, and consumption flows.
- Coordinate with distributors and the company on customer onboarding, commercial agreements, billing issues, and escalations.
- Ensure internal teams understand the implications of distributor and the company's commercial processes.
PPA, EDP & Consumption Management
- Own the lifecycle of the company's PPA, EDP, and other strategic commercial agreements from qualification and structuring through execution and renewal.
- Monitor customer consumption, run-rate, eligible spend, utilization, coverage, and commitment performance.
- Identify commercial risk early and build renewal plans well ahead of agreement expiry.
- Work with the company, customers, and distributors to resolve discount, billing, credit, and commitment queries.
- Identify opportunities for expansion, additional consumption, and new strategic agreements.
ACE, Co-Sell & the company's Funding
- Create, load, qualify, update, and manage opportunities through Partner Central / ACE.
- Coordinate co-sell activity and ensure opportunities are accurately positioned and progressed with the company.
- Identify applicable funding programs and coordinate submissions with the company, customers, and internal stakeholders.
- Manage supporting information, evidence, approvals, and claims through to completion.
- Maintain accurate opportunity and funding records and provide clear pipeline visibility.
Strategic Customer & Capacity Escalation
- Maintain senior relationships with strategic customers and act as an escalation point for the company's related commercial and operational matters.
- Monitor customer consumption and coordinate internal sales, pre-sales, architecture, and engineering teams where required.
- Coordinate large-scale capacity requirements, including escalation where conventional quota mechanisms are insufficient.
- Drive escalations through the appropriate account, service, and partner channels and track them to resolution.
Position Requirements
- Proven hands-on experience operating a Partner / Reseller business (5+ years).
- Experience managing a partnership and working directly with Sales and Partner teams (5+ years).
- Practical experience with Partner Central / ACE opportunity management (3+ years).
- Experience with Partner competencies and/or Service Delivery Programs (SDPs).
- Experience working with distributors and understanding the distributor → reseller → customer model.
- Experience with funding submissions, approvals, evidence, and claims.
- Experience with PPA, EDP, or similar cloud commitment programs.
- Understanding of consumption, billing, discounts, and commercial structures.
- Strong customer, stakeholder, and commercial relationship-management capability.
- Certified Cloud Practitioner or equivalent demonstrable knowledge.
Education
Bachelor’s degree in Engineering or any related field.
