AWS Alliance Development Manager

Spinnaker Support is a global leader in third-party support for SAP and Oracle enterprise software, delivering Forward with Certainty to our clients. We help enterprise organizations maximize the value of their existing SAP and Oracle investments, reducing costs, removing vendor lock-in, and creating the runway for cloud migration on their own terms.

We are building a strategic co-sell partnership with AWS globally, and this role sits at the center of that motion. The Tier-1 Application Providers (SAP & Oracle) are creating a problem for AWS. When enterprise customers move to RISE or Fusion, AWS loses direct access to the customer relationship. SAP (specifically) controls the environment, owns the data contractually, and blocks AWS from selling AI, analytics, and its full stack of services. Spinnaker is the alternative. Our third-party support model keeps customers in an open environment where AWS has full visibility, a direct relationship, and the ability to cross-sell. No more lock-in. We are building a joint field motion with AWS, targeting SAP ECC and Oracle on-premises accounts that are migration candidates, and co-selling Spinnaker's support as the bridge that gives customers the time and flexibility to move to AWS on their own terms.

Role

The AWS Development Manager will own the operational foundation building and execution of this partnership as we launch Spinnaker's AWS relationship. This is a partner-facing role for a commercially minded partnership professional who navigates AWS's partner ecosystem, builds field-seller relationships, and drives joint go-to-market programs from concept to pipeline. You do not own technical delivery. You own the AWS relationship, the co-sell motion, the marketplace presence, and the partner portal that underpins it all. In this role, you will:

• Identify: Work with AWS sellers to flag SAP ECC or Oracle on-prem accounts with upcoming renewals, RISE pressure, or migration intent
• Introduce: Position Spinnaker’s third-party support as the bridge, reducing cost and removing urgency with the incumbent vendor
• Migrate: With Spinnaker stabilizing support, customers gain the runway to plan an AWS migration on their own timeline
• Expand: Once on AWS, layer Spinnaker's AI capabilities onto SAP and Oracle environments to drive additional cloud consumption
  
  

Responsibilities

AWS Relationship Management

• Serve as Spinnaker's first-ever AWS relationship owner, the day-to-day point of contact for AWS field leadership, ISV partner leads, and SAP and Oracle Specialty Sellers
• Cultivate and expand relationships with key AWS stakeholders, including senior leaders and partner team contacts
• Periodically represent Spinnaker at AWS partner events, summits, and field engagements across the region
• Manage escalations, partner program compliance, and ongoing AWS engagement cadences
• Identify ways Spinnaker can help its customers and prospects leverage AWS’s vast funding mechanisms
  
  

AWS Partner Portal & Marketplace Ownership

• Stand up and administer Spinnaker's AWS Partner Network (APN) portal and Marketplace presence from the ground up: building the partner profile, creating and maintaining product/service listings, assembling competency and certification documentation, and managing partner-tier progression and renewal.
• Own the end-to-end co-sell opportunity registration workflow in APN, submitting and updating opportunities through ACE (AWS Customer Engagement), keeping stage, value, and close-date fields accurate, and ensuring every qualified deal is registered and kept current
• Track and report on partner program metrics, co-sell pipeline, and AWS Marketplace activity
• Provide direction on AWS opportunity tracking in Salesforce, defining how AWS co-sell deals are flagged, fielded, and synced against APN/ACE, and partnering with Spinnaker RevOps to keep the two systems reconciled so pipeline reporting is consistent on both sides
• Coordinate internally to ensure Spinnaker meets AWS partner requirements and maximizes program benefits.
• Stay current on AWS partner program changes, incentives, and co-sell policies, and communicate updates across Spinnaker teams
• Run a regular portal-hygiene cadence, a recurring (e.g., monthly) review of APN listings, competency status, and co-sell opportunity records to keep data accurate, registrations current, and the partnership audit-ready
  
  

Go-to-Market Execution

• Own the AWS co-sell motion, working alongside AWS, SAP, and Oracle Specialty Sellers to identify, qualify, and progress joint pipeline
• Plan and execute joint field engagements, including Lunch and Learns, happy hours, and seller briefings in key markets
• Develop and distribute field-ready enablement materials that help AWS sellers quickly understand and position the Spinnaker value proposition
• Drive the Identify > Introduce > Migrate > Expand joint motion in coordination with Spinnaker's sales team
  
  

Strategic Partnership Development

• Help build the path toward a formal Strategic Collaboration Agreement (SCA) with AWS, including joint marketing and go-to-market commitments
• Work with Spinnaker marketing and sales leadership to align campaign activity, events, and content to AWS partnership priorities
• Identify and pursue opportunities to deepen the partnership: new AWS specialty programs, co-marketing funds, Marketplace listings, and field incentives
  
  

Qualifications

• Experience: 8 years in enterprise technology, with 4 years in cloud partnerships, alliances, or channel management
• AWS Partner Ecosystem: Hands-on experience building and administering the AWS Partner Network (APN) portal, registering and managing co-sell opportunities in ACE, and maintaining Marketplace listings
• Go-to-Market Execution: Proven track record driving joint GTM motions with hyperscaler field sellers
• CRM & Pipeline Operations: Proficiency with Salesforce, structuring opportunity tracking, reconciling partner pipeline against external systems, and setting reporting conventions for a sales team
• SAP Awareness: Working knowledge of the SAP landscape (ECC, S/4HANA, RISE) sufficient to credibly engage AWS SAP Specialty Sellers
• Oracle Awareness: Working knowledge of Oracle Application & ODB@AWS (EBS, Peoplesoft, JD Edwards, Database) sufficient to credibly engage AWS Oracle Specialty Sellers
• Communication: Exceptional written and verbal English; additional languages a strong asset
  
  

Preferred Qualifications

• Experience with SAP RISE competitive positioning or third-party support models
• Background in ISV or SaaS partner alliance management at a global technology company
• Familiarity with AWS Marketplace listings and co-sell opportunity management
• AWS Cloud Practitioner or AWS Partner Accreditation certification
  
  

We are committed to fair and equitable compensation practices. As such, compensation will ultimately be in line with the labor market data, and the location in which the position is filled. Final compensation for this role will be determined by various factors such as education, experience, knowledge, skills, and abilities of the candidate, and alignment with labor market data and geographic location.

US - Pay Transparency

$135,000 - $145,000 USD

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