AWS Alliance and Commercial Lead

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. • 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.