Director, Strategic Partner AWS

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

Director, Strategic Partnership – AWS

• Drive strategic growth of SmartBear’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 SmartBear’s software quality solutions.
• Strengthen product integrations, partnership operations, and field enablement to accelerate customer value and market penetration.

About the Role: As the Director of AWS Strategic Partnerships, you will own and expand SmartBear’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 SmartBear’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.

We are looking for you if you have

• 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 DevOps/SDLC tools.
• Excellent communication, negotiation, and project management skills.
• Ability to collaborate cross-functionally with sales, marketing, product, and executive stakeholders.

Why you should join the SmartBear crew:

•  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 SmartBears; 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.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear 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.