Global AWS Cloud Alliance Manage

dbt Labs is expanding its partnerships team and we are looking for a dedicated alliance manager to grow our global relationship with AWS. This person will take ownership of and oversee a series of strategic programs in collaboration with AWS, establishing clear and quantifiable targets and goals. This includes defining development priorities, enabling co-sell and co-marketing opportunities, and working with our regional partner, marketing, and sales leaders to develop plans to build our business with AWS.

In this role, you can expect to:

• Lead the development and execution of our annual business plan with AWS, and work closely with our AWS PDM and other contacts to develop and lead the implementation of a set of co-build, co-sell, and co-market work streams.
• Cultivate deep relationships with key stakeholders both internally at dbt Labs and at AWS, fostering seamless communication and collaboration.
• Identify and pursue co-selling opportunities, including “power of three” opportunities with SIs and other ISVs.
• Be an internal subject matter expert for our teams on everything AWS, across teams in North America, EMEA, and APJ.
• Work with our internal teams to develop and implement plans to strategically leverage AWS credit funding.
• Champion the development and implementation of technology integrations between dbt Labs and AWS to deliver best-in-class solutions for customers.
• Develop and track key performance indicators to measure the success of the alliance and identify areas for continuous improvement.
• Leverage key AWS programs to support our joint customers, especially those buying on the AWS marketplace.
• Enable our sales team to co-sell with their counterparts at AWS.

You are a good fit if you have:

• 10+ years of experience in partner management, business development, partner channel sales or a strategic sales role, with 5+ years of experience working directly with AWS.
• Deep understanding of AWS services and solutions
• Strong business development skills with a track record of driving revenue growth
• Excellent relationship-building and communication skills
• Ability to think strategically and execute methodically
• Strong project management skills with the ability to handle multiple initiatives simultaneously
• Proven track record of developing strategies for successful pipeline development and sales achievement

Compensation & Benefits: 

• Competitive Salary
• Equity Stake*
• Benefits – dbt Labs offers:
  • • Unlimited vacation (and yes we use it!)
    • Pension Coverage
    • Excellent healthcare
    • Paid Parental Leave
    • Wellness stipend
    • Home office stipend, and more!

*Equity or comparable benefits may be offered depending on the legal limitations

What to expect in the interview process (all video interviews unless accommodations are needed):

• Interview with Talent Acquisition Partner
• Interview with Hiring Manager
• Team Interviews with Stakeholders

#LI-LA1 #LI-Remote

Who we are

At dbt Labs, we have developed strong opinions on how companies should practice analytics.

Specifically, we believe that:

• Code-based transformations offer unmatched flexibility and transparency across various “multi-player” development to power everyone in the organization to collaborate on a common language
• Data analysts should adopt similar practices and tools to software developers
• Critical analytics infrastructure should be controlled by its users as open source software
• Analytic code itself — not just analytics tools — will increasingly be open source