AWS Alliance Development Manager

About the Company

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.

Responsibilities

• Serve as the primary AWS relationship owner and point of contact for AWS field leadership and specialty sellers
• Administer the AWS Partner Network (APN) portal and Marketplace presence, including product listings and competency documentation
• Manage the end-to-end co-sell opportunity registration workflow in ACE (AWS Customer Engagement)
• Drive the joint go-to-market motion by identifying, qualifying, and progressing joint pipeline with AWS, SAP, and Oracle sellers
• Coordinate with RevOps to ensure Salesforce opportunity tracking is reconciled with APN/ACE data
• Develop field-ready enablement materials to help AWS sellers position the Spinnaker value proposition
• Plan and execute joint field engagements such as seller briefings and lunch and learns

Requirements

• 8+ years in enterprise technology
• 4+ years in cloud partnerships, alliances, or channel management
• Hands-on experience with AWS Partner Network (APN) portal and ACE opportunity management
• Proven track record driving joint GTM motions with hyperscaler field sellers
• Proficiency with Salesforce and pipeline operations
• Working knowledge of the SAP landscape (ECC, S/4HANA, RISE)
• Working knowledge of Oracle Applications and Database on AWS
• Exceptional written and verbal English communication skills

Preferred Qualifications

• Experience with SAP RISE competitive positioning or third-party support models
• Background in ISV or SaaS partner alliance management
• Familiarity with AWS Marketplace listings
• AWS Cloud Practitioner or AWS Partner Accreditation certification