AWS Alliance Lead

1 week ago

Johannesburg, Gauteng, South Africa Blue Pearl PTY LTD Full time R2 000 000 - R2 500 000 per year

To lead Blue Pearl's strategic alliance with AWS, maximizing the value of the partnership. The AWS Alliance Lead will own the relationship, drive joint go-to-market initiatives, ensure AWS programs are leveraged for revenue growth, and help position Blue Pearl as a leading AWS partner in cloud services, migrations, modernization, data analytics, AI/ML, disaster recovery, and more.

Key Responsibilities:
Area
Responsibilities
Strategic Partnership Management
- Build and maintain a strong relationship with AWS stakeholders (Partner Account Managers, Solutions Architects, AWS Partner Network contacts).
- Represent Blue Pearl in AWS partner meetings, negotiations, and strategic planning.
- Ensure Blue Pearl meets and maintains AWS partner program criteria (competency, certifications, tiers).
Business Development & Revenue Growth
- Identify joint opportunities with AWS and lead sales/marketing plays.
- Develop go-to-market (GTM) strategies leveraging AWS offerings (cloud migrations, modernization, AI/ML, disaster recovery etc.).
- Set and track targets for revenue influenced via AWS alliance.
- Work with internal sales, pre-sales, and delivery teams to convert alliance opportunities.
Programs & Enablement
- Ensure Blue Pearl's team(s) are trained/certified on relevant AWS services.
- Enable internal readiness for AWS programs (MAP, ACE, etc.).
- Manage joint marketing, campaign and event efforts with AWS.
- Oversee AWS Marketplace and third-party ISV engagements where relevant.
Operational & Partner Program Management
- Monitor performance metrics: partner scorecards, lead registrations, pipeline hygiene.
- Manage budgets, discounts, incentives, partner credits and ensure Blue Pearl gets optimal benefits.
- Ensure compliance with AWS policies, contractual requirements, data/security/compliance as needed (e.g. PoPIA, disaster recovery, etc.).
- Act as escalation point for alliance issues.
Thought Leadership & Positioning
- Stay current on AWS's roadmap, new services and competitive landscape.
- Help Blue Pearl position itself as leader in cloud innovation in market (via case studies, whitepapers, customer references).
- Lead internal awareness of AWS innovations and help shape Blue Pearl's capability growth (new service offerings, technical depth).

Requirements
Requirements & Qualifications:

  • Bachelor's degree in Business, IT, Computer Science or related field (or equivalent experience).

  • 5-7+ years of experience in partnership or alliance management, business development in cloud services, or AWS partner ecosystem preferred.

  • Strong understanding of AWS offerings — cloud migration & modernization, data analytics, AI/ML, security, networking, storage etc.

  • Demonstrated track record of achieving revenue targets via partner-led or channel sales.

  • Familiarity with AWS Partner Programs (APN), competencies, badge / certification requirements, and partner enablement frameworks (for example ACE, MAP, etc.).

  • Excellent relationship building, negotiation, and stakeholder management skills (internal and external, up to executive level).

  • Strategic thinking, planning, and strong communication (verbal & written).

  • Ability to work cross-functionally (sales, technical, marketing, operations).

  • Self-driven, results oriented, with strong organizational and project management skills.

Desired Skills & Attributes:

  • Experience in ICT resourcing, cloud migration, disaster recovery, or software development services.

  • Prior AWS certifications (e.g., AWS Certified Solutions Architect, AWS Certified Cloud Practitioner) a plus.

  • Entrepreneurial mindset; comfortable in a growing business and working in ambiguous environments.

  • Good understanding of regulatory/compliance requirements in South Africa (e.g., PoPIA, data sovereignty).

  • Ability to travel occasionally (for partnership meetings, conferences, customer site visits).

What Blue Pearl Offers / What You'll Gain:

  • Opportunity to lead and shape Blue Pearl's AWS alliance and cloud strategy.

  • Working on cutting-edge projects (migration, AI/ML, data analytics, DEVOPS).

  • Exposure to AWS tools, programs, and innovation.

  • Competitive salary + performance incentives tied to alliance growth.

  • Professional development, certification support, ability to work with high-calibre teams.

KPIs / Success Metrics:

  • Number / value of AWS‐led / influenced deals / pipeline.

  • Number of new AWS competencies / certifications acquired by Blue Pearl team.

  • AWS partner scorecard metrics improvement.

  • Joint marketing/lead generation campaign performance.

  • Revenue growth / margin from AWS partnership offerings.

  • Customer satisfaction and retention in AWS‐related services.

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