AWS Alliances Lead

ABOUT THE ROLE

You will be LangChain's dedicated cloud alliance lead for AWS, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and LangChain's GTM organization to turn partner relationships into closed deals.

WHAT YOU'LL DO

Co-sell and pipeline

- Own and grow LangChain's co-sell motion with AWS: manage joint pipeline, coordinate deals with AWS field teams, and drive sourced and influenced revenue.

- Partner with LangChain sales leadership to define priority co-sell accounts, map territories to AWS coverage, and run co-sell plays region by region.

- Keep ACE hygiene high across the sales team so that opportunity sharing, acceptance, and launch become routine rather than a partnerships-team chore.

Marketplace

- Own LangChain's AWS Marketplace presence end to end: listings, private offers, CPPO through channel partners, and program enrollment.

- Operate our marketplace GTM platform (Suger today) and extend referral and offer automation so sellers can transact through Marketplace without partnerships-team involvement.

Programs and funding

- Operationalize AWS funding mechanisms across the team: MDF (market development funds for co-marketing), proof-of-concept credits, ISV Accelerate benefits, and any strategic collaboration funding we secure.

- Pursue AWS competency and specialization programs that strengthen our positioning with AWS sellers.

- Track funding drawn down against funding available and report it monthly.

Executive and partner relationships

- Own LangChain's working relationships at AWS: partner development managers, ISV sales managers, Marketplace category leads, and the Bedrock and AgentCore partner teams.

- Build executive sponsorship on both sides, and run a joint business plan with AWS that sets shared goals and a review cadence.

- Navigate the coopetitive dynamic: partner closely with AWS on Bedrock and AgentCore while differentiating LangGraph and LangSmith where AWS has competing offerings.

Field enablement and marketing

- Equip LangChain sales, solutions engineering, and marketing with better-together messaging, competitive positioning, and joint sales plays for AWS accounts.

- Partner with marketing on co-branded campaigns, content, and events that generate pipeline, including re:Invent, AWS Summits, and joint customer programs.

- Communicate results clearly to internal stakeholders, including a monthly readout on pipeline, Marketplace, and program activity.

WHAT YOU'LL BRING

- 6+ years in cloud alliances, partner sales, or business development, with direct, hands-on ownership of an AWS relationship.

- A track record of scaling a hyperscaler co-sell motion, not just starting one: you have taken a working AWS alliance to materially higher Marketplace share, pipeline, or partner-sourced revenue, and you can describe the mechanisms that got you there.

- Deep working knowledge of AWS Marketplace transactions and programs: private offers, CPPO, ACE, ISV Accelerate, and the funding programs available to ISVs.

- Experience operating a marketplace GTM platform such as Suger, Tackle, or WorkSpan, including referral and offer automation.

- Experience shaping and running a joint business plan with a hyperscaler, including executive sponsorship on both sides.

- Enough technical foundation to speak credibly with builders. You do not need to write code, but you need to understand how LangGraph, LangSmith, and LangChain fit into a customer's AWS stack.

- Experience in a startup or high-growth environment where you set the operating rhythm for a partner motion rather than inheriting one.

- Strong operational discipline: you manage pipeline in the CRM, track partner activity, and report results clearly to internal stakeholders.

- Excellent communication and relationship-building skills, with comfort owning senior relationships at a large cloud organization and resolving conflict constructively across company lines.

NICE TO HAVE'S

- Prior experience inside AWS in partner sales, ISV, or Marketplace roles, with a working understanding of how co-sell decisions and seller compensation work internally.

- Experience with commercial contracts with AWS like SCAs.

- Existing relationships across the AWS ISV, field, Marketplace, and Bedrock partner teams.

- Familiarity with the AI/ML ecosystem: how LLMs, agents, and developer tooling fit into enterprise stacks.

- Experience with AWS partner programs specific to AI and data, such as the Generative AI Competency and related partner tracks.

- Prior experience at a developer tools or infrastructure company with a product-led growth motion.

Annual salary range: $200,000 - $250,000 OTE + Equity