What are the responsibilities and job description for the AWS Alliance Lead (Remote) position at Securiti.ai?
About Securiti AI
Securiti AI pioneers AI-powered data and privacy governance. Trusted globally, we deliver unified solutions for data intelligence, security posture management, privacy operations, and responsible AI governance. Our mission is to help organizations govern AI responsibly - ensuring data protection, compliance, and ethical adoption at scale.
The Role:
We're looking for a highly motivated, Cloud Service Provider (CSP) expert to lead the rollout and revenue acceleration of a high-velocity AWS Go-to-Market (GTM) expansion.
This is a field-facing, AWS-aligned partner role. You will be the primary liaison with AWS's sales teams and Solution Architects, focusing on co-developing pipeline, driving co-sell opportunities, and executing partner activities that directly lead to customer wins.
Your mission is to make our solution the default offering that AWS recommends and attaches to their customer engagements within Data & AI Security. You will be measured on your ability to influence and source new business, accelerate the deal cycle, and drive partner-generated revenue. The right candidate is a proactive and strategic thinker who can balance core business development with a variety of partner-focused initiatives.
Responsibilities:
Partner Co-Sell & Field Execution: Act as the primary partner-facing lead for this high-velocity play. You'll work directly with AWS sales teams, including Area Directors, Account Owners, and Specialist Teams (Bedrock, Q Business, etc.), to drive opportunities from identification to close.
AWS Marketplace & Partner-Led Growth: Drive a partner-first engagement motion, ensuring transactions flow through the AWS Marketplace. You will coordinate with internal teams to streamline marketplace offers, enabling AWS sellers on self-service trial flows and demo assets.
GTM & Enablement: Equip our AWS partners with the knowledge and tools they need to succeed. You will train partner sellers on our value proposition and arm them with battlecards and sales enablement materials, aligning our GTM strategy with key campaigns and adoption sprints at AWS and other top cloud partners.
Execution Excellence: Operate as a velocity overlay, focused on accelerating short-cycle, high-volume wins. You will manage a predictable sales motion - from an AWS-introduced lead to a closed deal - and track key metrics (e.g., POC-to-production conversion) to identify upsell opportunities.
Experience in a sales or alliances role aligned with AWS, preferably with experience as a co-sell seller at a SaaS-native partner or AWS itself.
Proven track record of driving partner-sourced revenue and executing AWS Marketplace motions.
Strong understanding of AWS's Generative AI GTM (Bedrock, Q Business) and co-sell mechanics.
Excellent communication skills with the ability to simplify technical concepts and present a compelling value proposition to partner sellers and customers.
Skilled at navigating AWS's organizational structure and securing material partner engagement on deals.
Preferred Qualifications:
Prior employment at AWS, or a deep field network within the organization.
Experience selling solutions in a high-growth area, such as Security, Data, or AI/ML.
Familiarity with AWS Marketplace operations, EDP drawdown, and CPPO models.
Relevant AWS technical accreditation or certification.
What Success Looks Like In 12 Months:
Our solution is the go-to offering for the AWS field within the specified solution area, and a key recommendation at other top cloud partners.
AWS is consistently initiating a majority of the opportunities for this play.
AWS Marketplace transactions flow seamlessly, with minimal friction for both partners and customers.
You consistently attain or overachieve partner-sourced revenue targets.
(1) We are an Equal Opportunity/Affirmative Action employer. All qualified applicants, upon confirmation, will receive fair consideration for employment without regard to race, color, religion, sex (including sexual orientation and gender identity), national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, local or country law.
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