Associate Strategic Alliance Executive

What You'll Do Relationship Support & Management

• Act as the primary focal point for building, managing, and growing the AWS relationship in the designated territory, including managing day-to-day relationships with relevant AWS account management and partner sales teams
• Leverage relationships to enable teams, mapping AWS contacts into CRM, and market wins; support the AWS Alliance Director to cultivate deep relationships with AWS' cross-functional leadership team and optimize partner performance through business reviews
• Participate in the quarterly business review (Q ) cadence, leading both the preparation and execution of these meetings
• Identify opportunities to work with our key advisors (SI / GSI) to help Workiva expand into new markets and new sellers

• Support the Director/Partner Leader to build and execute a revenue-generating joint GTM plan with AWS, including joint activities, enablement, and engagement with other key ecosystem participants.
• Lead and expand the AWS relationship by driving demand generation and co-selling through joint campaigns, webinars, and events to generate new pipeline and increase visibility
• Operationalize Co-Sell by managing the AWS ACE Pipeline Manager for submission, tracking, and reporting of co-sell opportunities to accelerate joint deals with the AWS field sales team
• Marketplace Support and Internal Acceleration by assisting with the day-to-day management of the AWS Marketplace (private offer creation, deal registration, listing updates) and identifying opportunities with other Workiva Partner Directors to accelerate Channel-related co-selling motions

• Act as the internal champion and subject matter expert for all things AWS co-sell, educating and enabling internal teams on AWS offerings, Partner Program benefits, and best practices.
• Design external enablement on Workiva for AWS sellers, including email newsletters, win wires, and videos, outlining Workiva's solutions and "when to call Workiva.".
• Create documentation, run training, and provide hands-on support to sales on leveraging AWS programs and funding to win deals.
• Support the AWS Partner Director with cross-functional projects like Partner Marketing and Enablement programs, and collaborate on co/tri-build products between Workiva, AWS, and SI/GSIs

• 4+ years of experience in an alliances, channel sales, partner operations, or partner-facing business development role, with a specific focus on the AWS ecosystem
• Demonstrated operational experience managing partner co-sell and influencing pipeline generation
• AWS Platform Knowledge:
  Deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs

• Direct, hands-on experience with the AWS Marketplace and ACE co-sell program is a significant plus
• A master of execution with an "Act Now" mentality. Proven ability to manage projects flawlessly and cut through ambiguity
• Highly analytical and data-driven mindset. Ability to meticulously track and report on partnership KPIs, including marketplace revenue and co-sell pipeline, delivering regular insights to leadership
• An excellent communicator and relationship-builder who can confidently enable internal sales teams, build strong rapport with AWS counterparts, and collaborate effectively across all levels
• Proven track record of exceeding revenue-based quotas or MBOs related to partner influence. Experience accelerating, maturing, and expanding existing partnerships is preferred

• Up to 20% travel expected for team and corporate meetings
• Reliable internet access for any period of time…