What are the responsibilities and job description for the AWS Alliance Leader position at Sage?
Job Description
The Director, AWS Alliance & Commercial Business Development is responsible for owning and growing the commercial relationship between Sage and Amazon Web Services (AWS). This role is accountable for driving revenue‑generating outcomes from the alliance, including pipeline acceleration, competitive wins, joint go‑to‑market execution, marketplace growth, and co‑investment leverage. Operating as Sage’s senior commercial point of contact with AWS, the role shapes and executes the alliance strategy across sales, marketing, product, and partner teams. It focuses on turning strategic alignment into tangible commercial results, ensuring AWS materially contributes to Sage’s growth priorities across customer migration, cloud adoption, competitive displacement, and ecosystem expansion. This role partners closely with field sales leadership, global alliances, marketing, product, and finance to embed AWS motions into Sage’s operating model while maintaining strong executive relationships with AWS business, sales, and partner leaders.
Key Responsibilities
The Director, AWS Alliance & Commercial Business Development is responsible for owning and growing the commercial relationship between Sage and Amazon Web Services (AWS). This role is accountable for driving revenue‑generating outcomes from the alliance, including pipeline acceleration, competitive wins, joint go‑to‑market execution, marketplace growth, and co‑investment leverage. Operating as Sage’s senior commercial point of contact with AWS, the role shapes and executes the alliance strategy across sales, marketing, product, and partner teams. It focuses on turning strategic alignment into tangible commercial results, ensuring AWS materially contributes to Sage’s growth priorities across customer migration, cloud adoption, competitive displacement, and ecosystem expansion. This role partners closely with field sales leadership, global alliances, marketing, product, and finance to embed AWS motions into Sage’s operating model while maintaining strong executive relationships with AWS business, sales, and partner leaders.
Key Responsibilities
- Own the commercial strategy and success of the AWS alliance, with clear accountability for revenue impact, pipeline influence, and win‑rate improvement.
- Drive joint go‑to‑market motions with AWS across priority segments, including co‑selling, marketplace offers, competitive takeout, and customer migration initiatives.
- Act as the primary commercial interface between Sage and AWS, managing senior AWS stakeholder relationships across sales, partner, and industry teams.
- Partner with Sage sales leadership to integrate AWS into core sales motions, incentives, enablement, and account planning where it drives measurable outcomes.
- Lead identification, structuring, and execution of co‑funded initiatives, incentives, and commercial programs that reduce friction for customers and accelerate deal velocity.
- Support the development and launch of AWS‑backed commercial offers, including pricing constructs, marketplace listings, and bundled value propositions.
- Track and communicate alliance performance through clear commercial metrics, executive reporting, and pipeline visibility.
- Identify and incubate new growth opportunities within the alliance as Sage and AWS expand into additional products, markets, or strategic initiatives.
- 10 years’ experience partner ecosystem development to include robust expertise with Hyperscalers.
- Deep understanding of global Hyperscaler contracting models and marketplace dynamics, and be comfortable operating across multiple geographies and business units. Ability to work effectively across cross-functional teams—sales, product, marketing, legal, and operations—to drive outcomes and remove friction in execution.
- Deep understanding of how to build and grow relationships, and also understands where these partnerships can fail, what risks to avoid, and how to navigate common pitfalls in hyperscaler-led GTM motions.
- Prior experience working at large matrixed tech companies; alternatively experience in account management or business development role within an ISV operating in the AWS ecosystem.
- Proven commercial acumen, with a track record of driving strategic partnerships, building pipeline, and executing complex deal cycles.
- Ability to engage and build credibility at with VP and EVP level leaders, both internally and externally, and represent Sage in strategic discussions.
- Competitive salaries that landed us top 5% of similar sized companies (according to Comparably)
- Comprehensive health, dental and vision coverage
- 401(k) retirement match (100% matching up to 4%)
- 32 days paid time off (21 personal days, 10 national holidays, 1 floating holiday)
- 18 weeks paid parental leave for birth, adoption or surrogacy offered 1 year after start date
- 5 days paid yearly to volunteer (through Sage Foundation)
- $5,250 tuition reimbursement per calendar year starting 6 months after hire date
- Sage Wellness Rewards Program ($600 wellness credit and $360 fitness reimbursement annually)
- Library of on demand career development options and ongoing training offerings
- Who is Sage: https://www.sage.com/en-us/company/about-sage/
- Life at Sage: https://www.sage.com/en-us/company/careers/
- Our Values & Behaviors: https://www.youtube.com/watch?app=desktop&v=vt5JXf-Gwno&feature=youtu.be
- How we make a difference: https://www.sage.com/en-us/company/sage-foundation/
- Sage Business Cloud - SaaS for Every Business: https://www.sage.com/en-us/products/