2ND WATCH Field Alliance Manager,– Amazon Web Services (U.S. - East) Salary in the United States

Why 2nd Watch

2nd Watch is in growth mode, and we are looking for like-minded, focused team members to join us! We are looking for the most technically forward-thinking, cloud-passionate employees in the world, and strive daily to align our core values with those that we hire – Elevating Each Other, Being Outcome Driven, Winning as a Team, Being Bold, Trusting Each Other, and Having FUN! – these are all key elements to who we hire. 

2nd Watch has a unique company culture and working environment that live and breathe success and promote pushing the envelope every day in your respective role at the company. This is what drives our teams – a perpetual thirst for knowledge, and a desire to work with the best people and take on big challenges together. Getting our attention takes creativity, integrity, a desire to improve yourself and your co-workers each day, and a track record of caring about who you are affecting, both positively and negatively, while you are getting the right stuff done.

We offer roles ranging from all levels in our Sales, Managed Cloud Services, Cloud Enablement, DevOps, Product Development teams and beyond.  We are looking for superstars to help raise the bar, setting industry-level standards around project management and delivery of AWS, Azure, and Google Cloud services.

About 2nd Watch

As a cloud native company, 2nd Watch has walked alongside our clients for over a decade helping them migrate to the cloud, accelerate application development, and deliver on their company’s strategic goals through the blend of technology and innovation that is at our core. Our services deliver cloud native capabilities through strategic consulting, modernization services, and specialized technology practices focused on maximizing the value of public cloud through:

• Business Transformation
• Cloud Advisory
• Datacenter Migration & Application Modernization
• Optimization
• Data Engineering
• Compliance, Security & Business Continuity
• DevOps
• Managed Cloud services

With a client NPS of 85, our approach has been successful for some of the world’s leading brands and is tested, trusted, and proven to accelerate your cloud adoption.

2nd Watch is an AWS Partner Network (APN) Premier Consulting Partner, a Microsoft Azure Gold Partner, and a Google Cloud Platform Partner. The venture-backed company is headquartered in Seattle, Washington. To learn more about 2nd Watch, visit www.2ndwatch.com or call 888-317-7920.

Position Title:

Amazon Web Services - Field Alliance Manager

This is an exciting opportunity for an Alliance Manager to join the 2nd Watch team in a fast paced, growth stage business that is accelerating its well-regarded leadership position in a game changing industry.  The role will report to the Director, Field Alliances and will be responsible for building, managing, and expanding  relationships and programs with Amazon Web Services.  You will be responsible for managing communications and best practices between internal and external teams to help drive sales achievement.

We are looking for someone who enjoys variety, thrives on molding ambiguity into meaningful action, brings energy and team oriented enthusiasm to their work, and has demonstrated experience in managing a book of business in the technology space.  This role will provide the right candidate the opportunity to contribute and grow in an environment surrounded by smart, driven, and fun people; while having a tremendous impact on company-wide execution that brings the right outcomes for our clients and our business.  A successful candidate will have a proven track record of building, growing, and managing relationships with enterprise technology vendors.

We’re hiring an exceptional Alliance Manager to work with our most important partner, Amazon Web Services. 2nd Watch puts our customers first and we obsess over ensuring their trust is our first priority. To earn that trust in a constantly changing technology arena like cloud-computing, it requires building a world-class team to tackle unforeseen challenges. 

The ideal candidate is someone who…

• Enjoys working in a rapid growth environment
• Operates with the highest levels of integrity
• Is a natural leader who thrives on bringing clarity, focus, and action to new and existing issues
• Thinks Big and takes on Big Challenges
• Has a continuous thirst for knowledge and is a perpetual learner
• Is a World Class Communicator across every facet of the organization
• Strives to make themselves and everyone around them better
• Is Selfless, thinks team first, and has a relentless drive to “win”
• Has a passion for selling services and software to large enterprises

Responsibilities:

• Understanding the partner organization and sales process at Amazon Web Services
• Executing a cadence with Amazon Web Services in order to communicate our value proposition, update on our field-team and the 2nd Watch Sales Process
• Executing tactical field activities that build relationships with AWS and 2nd Watch teams
• Communicates and coordinates updates on 2nd Watch new offerings, wins, and capabilities to AWS
• Serves as the primary liaison between 2nd Watch and the Partner Sales Personnel at AWS (Enterprise, Mid-market, Alliance, Marketing and Incubation teams) and AWS Product Teams (EC2, MarketPlace, Billing, etc.)
• Collaborates with 2nd Watch market-based Regional Territory Managers (RTMs) and Account Managers (AMs) to drive consistency in brand, metrics, and Go-To-Market (GTM) messaging
• Identifies and collaborates on conference and event strategy (AWS re:Invent, Summits, etc.), including award submissions, client use case submissions, demand generation, networking events and executive meetings surrounding the AWS relationship
• Serves as 2nd Watch brand ambassador to identify opportunities to present, sponsor, or co-market events
• Manages the Partner Competency Program and coordinates partner-enablement for certifications
• Responsible for pipeline reporting, leveraging AWS APN Network
• Establishes performance standards, scorecards and data gathering required to evaluate and manage performance of the partnership
• Identifies opportunities to leverage partner funding and works with local market leaders to apply funds to existing client opportunities
• Coordinates with 2nd Watch local RTMs, Account Management, Marketing, Product Development and Delivery Teams to meet defined performance, engagement, and revenue growth objectives 
• Deeply engaged with 2nd Watch sales and account management organization to support achievement of bookings targets and new client acquisition targets.
• Responsible for rolling out to our RTM and delivery teams the most recent and reoccurring programs that AWS offers (POC, MDF, AWS MAP, etc.)
• Proactively assesses, clarifies, and validates AWS and 2nd Watch needs on an ongoing basis and works to manage channel conflict 
• Executes joint marketing events and initiatives alongside local 2nd Watch Marketing and/or Cross-Market Alliance Marketing
• Travel to events to represent 2nd Watch – up to 50% travel may be required
• Other duties as assigned

Qualifications:

• 5+ years combined experience in channel, business development, or consulting services 
• Self-starter with natural networking skills (charisma and high energy)
• Highly focused on customer success and the ability to tell that story to partners.
• Strong interpersonal skills and comfort working with cross-functional teams 
• Experience developing partner programs and support infrastructure with proven success in delivering GTM strategies and results
• Expertise in partner/channel pipeline development and management skills with keen attention to detail
• General understanding of foundational technologies (cloud, compute, database, visualization, etc.)
• Strong executive presence, ability to manage up, and experience presenting at the executive level
• Excellent oral and written communication skills and the ability to persuasively articulate 2nd Watch values as an AWS partner.
• Excellent problem solving and negotiation skills

Benefits and Perks:

• Beyond an amazing, collaborative work environment, great people and inspiring, innovative work, we have some great benefits and perks:
• Competitive salaries and all employees are bonus eligible
• 401(k) with company stock plans to all employees
• 100% paid medical, dental and vision coverage for all employees and 85% paid for family, along with other wellness and disability plans
• Open Time Off Policy– We let you manage yourself.