AWS Alliances Director

Role Overview

The AWS Alliance Director is a senior business leader responsible for managing the partnership with AWS in the region. The role encompasses stakeholder management, partner relationship, and interlocks with AWS partner/sales/industry/technology stakeholders. Key responsibilities include preparing joint partnership strategy & business plan, joint scorecard and key metrics, joint strategic initiatives and programs, managing Salesforce hygiene, funding management, periodic guard‑rails/QBRs and cadences with AWS, expanding sales engagement with AWS teams, and ensuring TCS recognition within the partner ecosystem.

This role is pivotal for nurturing and scaling the TCS‑AWS partnership, ensuring operational excellence, and delivering measurable outcomes for both organizations.

• Partnership Strategy & Business Growth
  • Drive the expansion and impact of the TCS‑AWS partnership by collaborating closely with AWS field teams, PDM/PSM/AE teams, and TCS sales, industry, and solution units.
  • Develop and track key partnership metrics and targets vital for joint success in the region.
  • Facilitate the creation and execution of Joint Business Plans, Go‑To‑Market strategies, and strategic initiatives in tandem with BU Sales and Marketing teams.
• Field Engagement & Opportunity Management
  • Lead on‑ground field engagements and interlocks with Industry Solution Units and Major Markets to identify and drive joint opportunities.
  • Organize knowledge roadshows, enablement programs, and partnership awareness campaigns to amplify the partnership’s presence and value proposition.
  • Orchestrate engagement programs and ensure the TCS team is informed about new AWS programs, strategic shifts, leadership updates, and relevant partner insights.
• Funding and Investment Management
  • Own and manage AWS partner funding discussions, ensuring optimal utilization of partner investments and funding avenues (including SCAs and new funding programs).
  • Conduct funding and evangelization sessions for all TCS stakeholders, channeling partner funds to maximize benefits for both joint customers and TCS.
  • Monitor and drive SCA KPI achievement, ensuring successful outcomes for the partnership.
• Strategic Initiatives, SCA, events
  • Drive and execute SCA outcomes in the region.
  • Plan and execute joint initiatives with AWS around Industry and Technology EBCs, Executive Visioning Workshops, Immersion Days, EBA workshops, etc.
  • Plan TCS participation in AWS events from AWS engagement standpoint, ensuring visibility and engagement with the AWS leaders and stakeholders.
• Operational Excellence & Governance
  • Maintain operational rigor, including TCS‑AWS Salesforce data hygiene, ensuring accuracy, timeliness, and appropriate recognition for joint wins and pipeline contributions.
  • Oversee governance activities, such as leadership calls, QBRs, cadences, and reviews with TCS and AWS stakeholders across regions and functions.
  • Lead post‑cadence follow‑ups and ensure proper documentation and process management within the AWS Partner Portal for all joint activities.
• Collaboration & Ecosystem Engagement
  • Collaborate with TCS and AWS leadership to expand the engagement model and grow the joint footprint in North America.
  • Act as the main point of contact for all AWS partner‑related initiatives, facilitating meetings, pipeline reviews, and deal workshops.

• 13+ years of experience in enterprise technology services, cloud sales, alliance/partnership management, or transformation leadership.
• Demonstrated success in driving hyperscaler‑led growth, preferably with AWS.
• Experience in relationship management, cloud technologies, and ecosystem‑led growth/sales.
• Strong business acumen with ability to translate strategy into execution.
• Good sales acumen from prior sales/customer‑facing roles and understanding of business needs.
• Experience working with hyperscalars (especially AWS) for joint GTM, sales, strategy, execution.
• Experience with field sales, delivery, industry, products, marketing teams and leadership stakeholders.
• Must understand cloud technologies like AWS, Azure, Google Cloud and speak the cloud language.
• Ability to engage well with hyperscaler…