Job description 

GRADE- 4C

AWS (Amazon Web Services) Alliance Associate Role typically involves managing and nurturing partnerships between Birlasoft and AWS. The Alliance team plays a crucial role in building strong relationships with AWS, driving joint business initiatives, and maximizing the value derived from the partnership.

KEY Responsibilities

1. Partnership Management:
   • Managing cadence and periodical discussions with AWS Partner and Leadership stake holders.
   • Working on key tracking points of Weekly, Monthly and QBR Calls. Initiating and managing discussion with AWS stakeholder to drive the action items.
2. Sales & Account Enablement:
   • Working closely with Birlasoft LnD team on driving AWS adoption through trainings and certification drives for sales teams and project teams.
   • Planning specific Account certification campaigns with LnD team to improve adoption.
3. Market Intelligence:
   • Staying updated on industry trends, market developments, and competitive landscapes related to cloud computing and AWS is essential.
   • Providing insights and recommendations to the organization/HBU/VBUs based on this information.
4. Collaboration:
   • Working closely with HBU/VBUs to ensure the right solutions are taken along for joint GTM developments.
   • Collaborating with various industrial and technological verticals of AWS to understand the right fitment for Birlasoft services, solutions, and practices.
5. Relationship Building:
   • Developing and maintaining relationships with key stakeholders at AWS, including partner managers, sales representatives, and technical teams, is a critical aspect of the job.
6. Performance Tracking:
   • Managing a Global AWS Alliance Tacker with updates and drivers from every week to be monitored, updated, and followed up.
   • Managing Individual GTM Trackers regularly to ensure healthy movement of actions and plans which were initially decided.  

1. Communication:
   • Working with internal leadership stakeholders to regularly plan internal presentations with regular gap checks.
   • Working on regular reports specific to HBU/VBU leadership sharing updates and status.
2. Contractual Agreements:
   • Collaborating with Birlasoft legal teams to negotiate and finalize partnership agreements, contracts, and terms if any arise as we create newer threads of agreements.

Knowledge, Skills, and Attributes:

Business acumen: The skills supporting successful partnership-based selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on BIRALSOFT’S business requirements.

Partner engagement and management: The skills used to effectively manage and analyze the partner-client relationship throughout the business lifecycle, with the goal of improving partner relationships and driving sales growth.

Solution skills: Acquiring knowledge of BIRALSOFT’S offerings, AWS Partner Services, use cases and market trends and the skill to apply them to individual industry verticals and prospect situations that positions the Birlasoft sales team member as an expert client advisor.

GTM pursuit: The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources to close sales opportunities.

Job Requirement:

• 3-5 years of experience in driving cloud business with partners
• Experience with managing AWS or other CSP Organizations
• Good technical background and solution development experience
• Good connects within partner eco system.
• Strong business acumen with commitment to drive the business and achieve the target.
• Certification with cloud provider would be an added advantage.
• Excellent team player with ability to manage high performance team.