Cloud Alliances Manager, AWS

About the role

This position is central to building and expanding Horizon3's strategic relationship with Amazon Web Services (AWS). You will be responsible for driving revenue and market presence through this key partnership. In this capacity, you will act as the primary liaison between Horizon3 and Amazon Web Services, ensuring alignment on mutual goals and objectives. The role requires ownership of the end-to-end alliance lifecycle, from initial engagement through mature co-selling execution. You will spearhead initiatives that integrate Horizon3 solutions within the AWS ecosystem to unlock new value. Success in this position will be measured by the strength of the partnership and the resulting market impact. You will directly influence how Horizon3 is perceived and adopted within the AWS community.

Key facts

What you'll do

• Serve as the main point of contact for AWS, cultivating relationships with partner managers, account teams, and senior executive sponsors to synchronize strategic priorities.
• Drive revenue growth by expanding Horizon3's visibility and sales traction inside the AWS Marketplace, optimizing the customer journey for solution adoption.
• Partner with AWS sales professionals to uncover joint business opportunities, architect sales pipelines, and accelerate deal closure in a collaborative environment.
• Liaise with Horizon3 leadership to formulate and deploy a comprehensive AWS alliance strategy that elevates market perception and facilitates customer cloud transformation.
• Equip internal sales and technical teams with the tools, training, and playbooks needed to effectively position and sell Horizon3 offerings integrated with AWS services, leveraging incentive structures such as the AWS Enterprise Discount Program and Channel Partner Private Offers.
• Administer Horizon3's involvement in AWS Partner Network (APN) programs, ensuring maximum advantage is taken of resources and benefits to reinforce the strategic alliance.
• Conduct ongoing research into new AWS product launches, evolving industry trends, and competitive movements to maintain strategic foresight.
• Establish metrics and reporting frameworks to track the performance of the AWS alliance, analyzing sales data and partnership achievements to inform future initiatives.
• Facilitate cross-functional workshops to align messaging, value propositions, and technical demonstrations between Horizon3 and AWS stakeholders.
• Identify and pursue co-marketing and co-selling venues that amplify brand presence and generate high-quality demand within the AWS community.
• Negotiate commercial terms and agreements that reflect the value delivered by Horizon3 solutions, utilizing AWS pricing and discount frameworks to optimize outcomes.
• Develop content and case studies that highlight successful integrations and customer outcomes on the AWS platform, supporting downstream sales efforts.
• Act as an internal consultant, advising product and engineering teams on AWS market feedback and emerging use cases.
• Represent Horizon3 at AWS industry events and partner forums to strengthen relationships and elevate thought leadership.
• Ensure compliance with AWS partner program requirements and contractual obligations to maintain good standing and maximize entitlements.

Requirements

• Hold a Bachelor's degree in Business, Information Technology, or a related discipline as a foundational requirement for the role.
• A Master's degree is preferred for candidates seeking to advance into more strategic advisory capacities.
• Possess a minimum of 5 years of cumulative experience in alliance management, partner development, or equivalent positions focused on cloud-based ecosystems.
• Demonstrate a documented history of generating revenue through AWS Marketplace transactions and executing co-selling initiatives with AWS leadership.
• Show direct experience with financial mechanisms such as the AWS Enterprise Discount Program and Channel Partner Private Offers in prior roles.
• Have an in-depth comprehension of the AWS service catalog, the partner ecosystem dynamics, and the operational nuances of the APN framework.
• Familiarity with the Well-Architected Framework is essential for evaluating technical alignment and best practices.
• Exhibit advanced strategic thinking capabilities and negotiation prowess, evidenced by a portfolio of successful, high-stakes partnerships.
• Possess exceptional written and verbal communication skills to engage effectively with technical and executive audiences across cultures and organizations.
• Maintain a professional presence and ethical standards that reflect positively on both Horizon3 and its partners in a high-stakes environment.

Nice to have

• Hold active AWS certifications, such as AWS Certified Solutions Architect or AWS Certified Cloud Practitioner, that validate technical expertise.

Skills & tools

• AWS Marketplace
• AWS Enterprise Discount Program
• AWS Channel Partner Private Offers
• AWS Partner Network (APN)
• Well-Architected Framework

Practical notes

• This is a fully remote, full-time position.
• Horizon3 offers health, vision, and dental insurance for employees and their families, a flexible vacation policy, and generous parental leave.
• Candidates may redact or remove age-identifying information from submitted materials without penalty.