Aws Alliance Manager

Summary

Join Graylog as the AWS Alliance Manager and play a pivotal role in driving growth and expanding our footprint within the AWS ecosystem. You will build and maintain strategic relationships with AWS and its partner network to drive revenue and increase customer adoption. This newly created role involves developing and executing a comprehensive business plan, acting as the primary point of contact for AWS field teams, and delivering technical and sales enablement training. You will drive incremental revenue, support new solution launches, and provide regular updates to internal leadership. The position reports to the Chief Sales Officer and requires extensive experience in partner sales and thorough knowledge of AWS services.

Requirements

• Extensive experience in partner sales, alliances, or business development roles in the cybersecurity industry
• Thorough knowledge of AWS services, programs, and sales processes
• Proven ability to manage and grow relationships with a global technology partner like AWS
• Track record of achieving or exceeding revenue targets through partner ecosystems
• Experience within Log Management, SIEM, API Security, cybersecurity, or cloud-based security solutions
• Technical acumen and the ability to engage with both business and technical stakeholders
• Excellent communication and presentation skills, with the ability to influence C-Level executives
• Strategic thinking and the ability to navigate complex partner ecosystems
• Results-driven mindset with a collaborative approach to teamwork
• Willingness to travel as needed

Responsibilities

• Develop and execute a comprehensive business plan to strengthen Graylog’s relationship with AWS, focusing on joint go-to-market strategies, sales enablement, and partner incentives
• Act as the primary point of contact for AWS field teams, including Partner Development Managers (PDMs), Solutions Architects, and Account Executives
• Collaborate with AWS to identify and target high-value opportunities for joint customers
• Deliver technical and sales enablement training to AWS teams and other partners to ensure a thorough understanding of Graylog’s TDIR platform
• Assist AWS sales teams in positioning and co-selling Graylog’s solutions
• Drive incremental revenue by creating join opportunities, running co-selling campaigns, and leveraging AWS Marketplace to simplify procurement for customers
• Achieve quarterly and annual sales targets by leveraging AWS’s customer base and programs like Well-Architected Reviews and Proof-of-concept funding
• Support the launch of new solutions and integrations on AWS, working closely with marketing, product, and engineering teams
• Advocate for customer needs and industry trends to influence Graylog’s AWS-related roadmap
• Attend AWS events (e.g. Invent & Partner Summits) to increase visibility and present Graylog in key sessions
• Provide regular updates to internal leadership on partnership activities, sales progress, and strategic initiatives with AWS
• Track key performance indicators to evaluate partnership success, such as join pipeline creation, revenue growth and partner satisfaction

Preferred Qualifications

Prior experience with AWS Marketplace, AWS Well-Architected Framework, and co-selling tools

Benefits

• Opportunity to work with a globally distributed and diverse team
• Grow and develop professionally and personally in a fast-growing environment
• Choice of the latest equipment to help you succeed
• Monthly allowance to support your commute costs and support outfitting your work-from-home environment
• Remote work, flexible hours