Senior AWS Alliance Manager, Pulumi
$143-193k
+ Bonus or variable + Equity
Universal infrastructure as code
Open for applications
Universal infrastructure as code
101-200 employees
Open for applications
$143-193k
+ Bonus or variable + Equity
101-200 employees
Company mission
To democratize the cloud for every engineer.
Role
Who you are
- You have at least 4 years of experience working with AWS
- Strong understanding of AWS partner and field incentive programs
- Experience with cloud marketplaces
- Strong understanding of AWS go-to-market organization structure including partner, channel, account, and marketing teams
- Strong attention to detail and organizational skills
- Excellent written and verbal communication skills
- Proven ability to establish trust and build collaborative relationships with internal and external partners
- Experience planning/executing go-to-market activities with partners
- Exceptional analytical, organizational, project management skills, and communication skill, ability to craft and deliver C-level presentations and captivate an audience
- Highly independent and self-motivated with the ability to proactively seek out solutions and opportunities
- Must be familiar with AWS partner ecosystems and have a track record in building alliance/sales/partner relationships with business and technical teams
- Experience working at a SaaS company preferred
What the job involves
- We are looking for a Senior AWS Alliance Manager that is excited to bring Pulumi’s cloud programming model to the world
- You will be a part of realizing a vision where every developer can harness the power of the cloud
- The Pulumi Business Development team works across our partner ecosystem to get the most value in the investments Pulumi makes in product integrations by establishing long-term, strategic relationships, and enabling co-engineering, co-marketing and co-selling activities with partners
- Reporting to the Head of Business Development, the AWS Alliance Manager will be primarily responsible for owning and managing the AWS Partnership in addition to managing other strategic partnerships
- In this role you will maintain strong relationships with our AWS partners, overseeing all AWS-related activities including annual business planning, building and executing a joint marketing plan and managing transactions in the AWS Marketplace
- Drive sales opportunities between Pulumi and AWS account teams
- Grow and track AWS-related pipeline development and sales performance
- Ensure AWS-related opportunities are tracked and proactively drive account teams to manage them to completion
- Provide accurate pipeline tracking, reporting, and forecasting using Salesforce
- Create and maintain AWS Marketplace listing
- Lead cross-functional teams to achieve AWS competencies to differentiate Pulumi in the AWS ecosystem
- Create and deliver enablement content for Pulumi field teams on working with AWS
- Provide direction, guidance, resources, and oversight for Pulumi’s AWS Foundation Technical Reviews and integration with the AWS Marketplace
- Become highly knowledgeable in Pulumi offerings and value propositions
- Create and execute go-to-market plans to drive revenue via the AWS partnership globally
- Manage participation in all applicable AWS partner programs and secure access to higher tiers
- Partner with the marketing team to plan and execute virtual and in-person AWS events and marketing campaigns. Track and report the results of each marketing initiative
Our take
The Infrastructure-as-code space is new and growing, thanks to the increasing complexity of cloud services, and their increasing adoption by developers and teams who would rather not manage them. Pulumi works to bring together infrastructure, developer, and security teams to help build and operate these cloud applications, better.
The service is compatible with all clouds and all major programming languages, meaning it’s casting its net appropriately wide to shore itself up against unpredictable new developments in the market. This breadth of scope saw Pulumi win 10x growth in adoption over 2019 alone, and the company has since expanded out into what it hopes will provide a more comprehensive cloud engineering platform. This means the addition of capabilities like governance and compliance features, testing support, and policy as code - all shoring up its already strong position in the space.
Also playing firmly in Pulumi’s favor is that it’s been built as cloud-native from the ground up, meaning that it has a head start on earlier infrastructure-as-code businesses that needed to pivot to accommodate new developments like serverless and multi-cloud tech. Plus, its multi-language compatibility means that silos don’t form so readily as they do with rival HashiCorp’s Terraform, which requires that developers learn a proprietary language.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Oct 2023
$41m
SERIES C
Oct 2020
$37.5m
SERIES B
Total funding: $106.5m
Company benefits
- Time Off - Unlimited personal time off (PTO). We ask that employees take at least 3 weeks off during the year in addition to the 13 US holidays we recognize
- Parental Leave - 20 weeks paid parental leave for the birthing parent or primary caregiver, and 16 for non-birthing parent or secondary caregiver
- Remote-First - We are a 100% remote-first company with employees in nearly 20 states, and growing internationally; we encourage asynchronous communication and autonomy. We also provide an annual work from anywhere fund to help cover the employee costs of working remotely
- Professional Development & Growth - We encourage a lifelong learning mindset and every employee is given an annual professional development budget
- Equity - As a small but growing startup, we all act like owners and you will earn equity in the company
- Additional Funds - We offer employees a monthly wellness fund to be spent on anything physical and/or mental wellbeing related. We also provide a quarterly happiness fund to be used toward anything that makes our employees happy!
- Health - We offer competitive medical, dental, vision, and supplemental insurance. It is free for our direct employees to be on our insurance
- 401K - With employer match
Company HQ
Pike Pine Retail Core, Seattle, WA
Articles
Leadership
Joe Duffy
(CEO)Worked as an independent consultant, then Senior Software Engineer at EMC. Subsequently spent over a decade in various senior roles at Microsoft, ultimately Partner Developer of Technical Strategy and Developer Tools.
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