СШАAlliances Manager
3 дн. назад
170k–210k USD / годСШАOnsite
aws
Manage and build relationships with AWS seller teams aligning with 's sales for adoption and pipeline growth.
О компании
- We're on a mission to empower builders.
- Massive reach: Our docs platform serves 100 million+ developers every year and powers documentation for 20,000+ companies, including Anthropic, Microsoft, PayPal, Spotify, Coinbase, X, and over 20% of the last YC batch.
- Small team, huge impact: We recently passed 65 employees and raised a $45 million Series B led by A16Z and Salesforce Ventures. Each new hire has a huge impact on shaping the company's trajectory.
- Culture of slope over y-intercept : We value learning velocity, grit, and unapologetically unique personalities.
- We grew in value faster than headcount and we’re looking to align the two quickly.
Требования
- 1+ year in the AWS ecosystem, either at AWS or a partner
- Additional skills: Experience with Marketplace transactions or private offers.
- Industry experience: Developer tools or working with technical buyers.
- Technical skills: Enough product fluency to hold a credible conversation with a solutions architect. Salesforce comfort for account map and pipeline hygiene. Able to identify and submit AWS funding and MDF requests with the PDM to help prove out program ROI through cost reduction.
- Experience requirements: 1+ year in the AWS ecosystem, either at AWS or at a partner. Comfortable with high volume outbound to internal AWS contacts without needing a warm intro to start.
- Behavioral competencies: Wants to be 100% in the field. This is an execution seat, not a stepping stone into strategy on day one. Organized, this role lives in account maps, pipeline reviews, follow through and funding request administration, and it falls apart without discipline there. Wants to learn the alliance motion from the Lead and grow into owning a book, a cloud, or a strategy seat over time, but is genuinely motivated by the field work now.
Условия
- Competitive compensation and equity
- 20 days paid time off every year
- 401k with Employer Match
- monthly wellness stipend
- 100% employee coverage for Health, Dental, Vision
- Commute stipend to help get you to and from work
- Free lunch and dinners
- Annual team offsite (previously went to Alaska, Hawaii, Jackson Hole)
Другое
- Seller team ownership → Own a dedicated set of AWS seller teams that are mapped one to one with a specific sales team, whether that's an industry vertical or a segment, assigned by the Alliances Lead, and be personally accountable for adoption and pipeline results inside that paired book, not the AWS org broadly.
- Account mapping execution → Build and keep current the AWS account overlap map for the seller teams they own, cross referenced against the accounts owned by their paired sales team so AWS coverage and our own go to market motion are mapped against the same accounts, and turn it into a working list of named reps worth knowing.
- Rep relationships at volume → Run a high meeting count with their assigned seller teams' account reps and solutions architects. This role earns credibility by showing up repeatedly inside their book, not by depth of a handful of relationships.
- Co-sell execution → Set up co-sell meetings with their assigned sellers, run them, and follow through so they turn into real joint opportunities in deal registration.
- Pipeline mining → Find opportunities inside their paired sales team's pipeline where one of their assigned AWS sellers should be involved, and get our AE and that rep in the same room.
- Field presence → Host fewer lunch and learns and tertiary events than the Lead's calendar might suggest, and instead index heavily on one on one touchpoints with AWS sellers tied to specific, active pipeline deals. Group events stay mostly on the Lead's calendar; this role's time goes to the highest volume of individual co-sell touchpoints on the team.
- Program hygiene → Win wires, deal registration, and clean partner data for their book, so the reporting the whole AWS investment case depends on actually reflects reality.
- Funding requests → Identify and submit AWS MDF and funding opportunities tied to their assigned seller teams, alongside the Alliances Lead and the PDM, and keep them tracked.