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 managing stakeholders, partner relationship and interlocks with AWS partner/sales/industry/technology stakeholders. Responsibilities including preparing joint partnership strategy & business plan, joint scorecard and key metrics, joint strategic initiatives and programs, managing salesforce hygiene, funding management, periodic governances/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

Key Responsibilities

• 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-the-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 partnerships 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, ensure visibility and engagement with the AWS leaders and stakeholders, ensure TCS visibility into AWS stage/forums/platforms/networking events
• 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-relate d initiatives, facilitating meetings, pipeline reviews, and deal workshops

Required Experience & Qualifications

• 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 through prior sales/customer-facing roles and understanding of business needs
• Experience working with hyperscalars (especially AWS) for joint GTM, sales, strategy, execution
• Experience working with field sales, delivery, Industry, Products, Marketing teams and leadership stakeholders
• Must have an understanding of cloud technologies like AWS, Azure, Google Cloud and be able to speak the cloud language
• Ability to engage well with hyperscalar as well as sales in the field
• Understanding of strategic initiatives, AWS partner programs
• Experience enabling and executing Joint Business Plans GTM & Cadences
• Strong planning, prioritization, and execution discipline
• Good understanding of Business Metrics and KPIs to drive growth. Ability to Analyze, Track and report performance against agreed growth metrics
• Flexibility to manage & Lead multiple work streams and stakeholder expectations.
• Proactive with outcome-driven approach
• Ability to learn and Train - Training and Enablement initiatives on partner tools and solutions. AWS Partner Funding & Investments programs.
• Good to have Prior experience in handling partner relationships in Infrastructure / Software /Cloud space
• Must have good Interpersonal…