Strategic Alliances - AWS Partner Development Specialist

ZS is a place where passion changes lives. As a management consulting and technology firm focused on improving life and how we live it, we transform ideas into impact by bringing together data, science, technology and human ingenuity to deliver better outcomes for all. Here you’ll work side-by-side with a powerful collective of thinkers and experts shaping life-changing solutions for patients, caregivers and consumers, worldwide.

ZSers drive impact by bringing a client-first mentality to each and every engagement. We partner collaboratively with our clients to develop custom solutions and technology products that create value and deliver company results across critical areas of their business. Bring your curiosity for learning, bold ideas, courage and passion to drive life-changing impact to ZS.

ZS's 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.

The Opportunity. We seek an experienced AWS Partner Development Specialist to own the overall management, health, and growth of ZS's relationship with AWS. This role combines strategic alliance leadership, field engagement, pipeline development, partner-program execution, and operational rigor. The successful candidate will serve as the connective tissue across AWS, ZS client and practice teams, and ZS corporate functions to translate the partnership into revenue, differentiated capabilities, and repeatable go-to-market outcomes.

• 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,…