Senior Alliance Manager, AWS

Job Description

The Senior Alliance Manager, AWS, will own and drive the strategic partnership with AWS to maximize co-sell motions and create joint value propositions that accelerate business growth. This role requires deep experience in managing collaboration with AWS teams, navigating the AWS Marketplace, and supporting comprehensive co-selling initiatives, including integrations and joint go-to-market efforts with Zendesk and AWS.

Key Responsibilities:

• Develop and execute a strategic alliance plan with AWS to drive revenue growth through co-selling activities.

• Collaborate closely with AWS business development, sales, marketing, and technical teams to identify and prioritize co-selling opportunities.

• Lead joint value creation initiatives that highlight the combined solution benefits with AWS and Zendesk, fostering strong customer engagements and adoption.

• Drive alignment across internal teams (sales, marketing, product management, and support) to ensure consistent and compelling messaging on the AWS partnership.

• Support end-to-end co-sell motions including lead sharing, opportunity management, deal registration, joint account planning, and pipeline development.

• Monitor AWS partnership KPIs and business metrics, providing regular reporting and insights to senior leadership to steer alliance performance.

• Act as a trusted advisor to AWS stakeholders and internal teams, providing market feedback, competitive intelligence, and partner enablement resources.

• Facilitate workshops, trainings, and executive briefings to foster collaboration and accelerate joint customer wins.

Qualifications:

• 7+ years of experience in alliance management, partner management, or business development with a focus on AWS cloud ecosystems.

• Proven track record in co-selling with AWS and managing partnerships in a cloud marketplace environment.

• Strong understanding of AWS Marketplace operations, listing optimization, and partner-led sales motions.

• Experience working with SaaS platforms like Zendesk and integrating their co-sell motions with AWS partnerships.

• Exceptional interpersonal and communication skills with the ability to influence cross-functional teams and external partners.

• Demonstrated ability to translate technical solutions into business value and articulate joint value propositions effectively.

• Strategic thinker with strong analytical and problem-solving abilities.

• Ability to travel as needed to meet partners and customers.

#LI-LM5

The US annualized OTE (On Target Earnings) range for this position is $191,000.00-$287,000.00 with a pay mix of 60/40 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning, and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.

The intelligent heart of customer experience

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working, enables us to purposefully come together in person, at one of our many Zendesk offices around the world, to connect, collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

As part of our commitment to fairness and transparency, we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position, in accordance with Company guidelines and applicable law.

Zendesk is an equal opportunity employer, and we’re proud of our ongoing efforts to foster global diversity, equity, & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here.

Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application, complete any pre-employment testing, or otherwise participate in the employee selection process, please send an e-mail to peopleandplaces@zendesk.com with your specific accommodation request.