Director, Strategic Partner AWS Somerville, Massachusetts

Somerville, Massachusetts, United States

At Smart Bear, we believe building great software starts with quality – and we’re helping our customers make that happen every day. Our solutions, featuring Smart Bear AI bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. Smart Bear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, Jet Blue, Fed Ex, and Microsoft.

• Drive strategic growth of Smart Bear’s AWS collaboration by activating joint go‑to‑market initiatives and maximizing revenue through AWS channels.
• Lead co‑selling, marketplace strategy, and executive alignment with AWS to expand adoption of Smart Bear’s software quality solutions.
• Strengthen product integrations, partnership operations, and field enablement to accelerate customer value and market penetration.

As the Director of AWS Strategic Partnerships, you will own and expand Smart Bear’s collaboration with Amazon Web Services through our Strategic Collaboration Agreement. You will lead joint business planning, activate co‑selling motions, and strengthen product integrations across Smart Bear’s portfolio and AWS services. In this role, you will oversee Marketplace strategy, drive revenue through AWS channels, and serve as the primary relationship leader across AWS sales, product, and partner organizations.

You will also partner cross‑functionally to align roadmaps, develop joint solutions, and accelerate customer adoption through AWS procurement and Marketplace pathways.

• 5–8 years of experience managing strategic partnerships with AWS or major cloud providers.
• Deep understanding of AWS services, partner programs, Marketplace mechanics, and cloud go‑to‑market motions.
• Proven track record of achieving revenue targets through cloud vendor partnerships.
• Experience with SaaS business models, API technologies, and Dev Ops/SDLC tools.
• Excellent communication, negotiation, and project management skills.
• Ability to collaborate cross‑functionally with sales, marketing, product, and executive stakeholders.

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our Smart Bears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization – an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Smart Bear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws.

We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

At Smart Bear, we believe transparency in pay is part of how we build trust—with our employees, candidates, and community. Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact.

We encourage candidates to view compensation as part of their total rewards experience s includes performance-based bonuses for eligible roles, a generous benefits package that supports employees’ health and well-being, and promotes work‑life balance through flexible time off and hybrid work options. You can build your career at Smart Bear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.

Your Smart Bear total rewards compensation package includes base salary and may also include a commission. The Annual Cash Compensation (Base + On‑Target Commission) range for this role is listed below. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.

Estimated Annual Cash Compensation (Base + On‑Target Commission):

$210,000 - $223,000 USD