Summary
LiveRoute is seeking an AWS Alliance and Commercial Lead for its Cloud Practice in Abu Dhabi. The role manages AWS and distributor relationships, partner programmes, reseller operations, commercial agreements, customer consumption, co-sell opportunities and funding submissions. It also coordinates customer escalations and AWS capacity requirements with internal teams. Candidates should have at least five years of AWS partner or reseller experience and a bachelor’s degree in engineering or a related field.
The posting
As published on midisgroup.com. Pulled from the employer's site and shown as they wrote it.
Job Scope
AWS is a strategic commercial relationship, not simply a technology platform. The role ensures that customer demand, AWS engagement, distributor operations and reseller economics remain aligned while turning the partnership into sustainable consumption, customer value and renewed commercial agreements.
LiveRoute is looking for a senior AWS professional to have the commercial and operational relationship with AWS as part of the wider Cloud Practice. The role sits at the centre of the AWS ecosystem with LiveRoute as an AWS Reseller between AWS, our Distributors and clients, and is accountable for making the AWS ecosystem work.
The successful candidate will understand how an AWS partner/reseller business operates in practice: AWS partner programmes, competencies and Service Delivery Programs, ACE opportunities, funding, distributor processes, customer consumption, PPA/EDP agreements, renewals and commercial escalations.
Main Duties and Responsibilities
AWS Alliance & Partner Management
• Own the day-to-day and strategic relationship with AWS and maintain a structured cadence with AWS Sales, PDMs, account teams and service teams.
• Manage partner planning, governance, requirements and progression across the AWS Partner Network.
• Own or coordinate AWS competencies and Service Delivery Programs, including evidence, programme requirements and ongoing compliance.
• Maintain visibility of AWS partner performance, opportunities, actions and strategic priorities.
• Build productive relationships across AWS and represent LiveRoute professionally in partner engagements.
AWS Resell & Distributor Management
• Operate confidently within the AWS distributor / reseller model and understand the commercial and operational flow from AWS through distributor to end customer.
• Manage working relationships with distributors and coordinate commercial, operational and billing matters.
• Understand reseller pricing, discounts, credits, customer account structures, invoicing and consumption flows.
• Coordinate with distributors and AWS on customer onboarding, commercial agreements, billing issues and escalations.
• Ensure internal teams understand the implications of distributor and AWS commercial processes.
PPA, EDP & Consumption Management
• Own the lifecycle of AWS PPA, EDP and other strategic commercial agreements from qualification and structuring through execution and renewal.
• Monitor customer consumption, run-rate, eligible spend, utilisation, coverage and commitment performance.
• Identify commercial risk early and build renewal plans well ahead of agreement expiry.
• Work with AWS, customers and distributors to resolve discount, billing, credit and commitment queries.
• Identify opportunities for expansion, additional consumption and new strategic agreements.
ACE, Co-Sell & AWS Funding
• Create, load, qualify, update and manage AWS opportunities through Partner Central / ACE.
• Coordinate co-sell activity and ensure opportunities are correctly positioned and progressed with AWS.
• Identify applicable AWS funding programmes and coordinate submissions with AWS, customers and internal stakeholders.
• Manage supporting information, evidence, approvals and claims through to completion.
• Maintain accurate opportunity and funding records and provide clear pipeline visibility.
Strategic Customer & Capacity Escalation
• Maintain senior relationships with strategic AWS customers and act as an escalation point for AWS-related commercial and operational matters.
• Monitor customer consumption and coordinate internal sales, pre-sales, architecture and engineering teams where required.
• Coordinate large-scale AWS capacity requirements, including escalation where conventional quota mechanisms are insufficient.
• Drive AWS escalations through the appropriate account, service and partner channels and track them to resolution.
Position Requirements
- Proven hands-on experience operating an AWS Partner / Reseller business (5+ Years).
- Experience managing an AWS partnership and working directly with AWS Sales and Partner teams (5+ Years).
- Practical experience with AWS Partner Central / ACE opportunity management (3+ Years).
- Experience with AWS Partner competencies and/or Service Delivery Programs (SDPs).
- Experience working with AWS distributors and understanding the distributor → reseller → customer model.
- Experience with AWS funding submissions, approvals, evidence and claims.
- Experience with AWS PPA, EDP or similar cloud commitment programmes.
- Understanding of AWS consumption, billing, discounts and commercial structures.
- Strong customer, stakeholder and commercial relationship-management capability.
- AWS Certified Cloud Practitioner, or equivalent demonstrable AWS knowledge.
Education
Bachelor’s degree in Engineering or any other related field.
#LI-DNI