[Hiring] Associate Strategic Alliance Executive @Workiva Inc.

Role Description

We are seeking a highly organized and energetic professional to support our global strategic partnership with AWS, serving as the operational engine of our partnership. This role will support the Director of Technology Partnerships, AWS (or similar AWS Partner Leader) and is focused on flawlessly executing our co-sell and AWS partner strategy. This position manages critical operational aspects of the partnership, including Cloud Marketplaces and the co-sell motion, with a focus on driving sales and deployment of our software. As a builder with a strategic mindset, you will help scale this relationship for growth.

What You’ll Do

• Relationship Support & Management
  • Act as the primary focal point for building, managing, and growing the AWS relationship in the designated territory.
  • Manage day-to-day relationships with relevant AWS account management and partner sales teams.
  • Leverage relationships to enable teams, mapping AWS contacts into CRM, and market wins.
  • Support the AWS Alliance Director to cultivate deep relationships with AWS’ cross-functional leadership team.
  • Participate in the quarterly business review (QBR) cadence, leading both the preparation and execution of these meetings.
  • Identify opportunities to work with key advisors (SI / GSI) to help Workiva expand into new markets and new sellers.
• Go-to-Market (GTM) Execution & Strategy Support
  • Support the Director/Partner Leader to build and execute a revenue-generating joint GTM plan with AWS.
  • Lead and expand the AWS relationship by driving demand generation and co-selling through joint campaigns, webinars, and events.
  • Operationalize Co-Sell by managing the AWS ACE Pipeline Manager for submission, tracking, and reporting of co-sell opportunities.
  • Assist with the day-to-day management of the AWS Marketplace (private offer creation, deal registration, listing updates).
  • Identify opportunities with other Workiva Partner Directors to accelerate Channel-related co-selling motions.
• Enablement & Internal Expertise
  • Act as the internal champion and subject matter expert for all things AWS co-sell.
  • Design external enablement on Workiva for AWS sellers, including email newsletters, win wires, and videos.
  • Create documentation, run training, and provide hands-on support to sales on leveraging AWS programs and funding.
  • Support the AWS Partner Director with cross-functional projects like Partner Marketing and Enablement programs.

Qualifications

• 4+ years of experience in an alliances, channel sales, partner operations, or partner-facing business development role, with a specific focus on the AWS ecosystem.
• Demonstrated operational experience managing partner co-sell and influencing pipeline generation.
• AWS Platform Knowledge: Deep understanding of AWS services, the AWS Partner Network (APN), APN Customer Engagement (ACE) system, and AWS Partner Programs.

Requirements

• Direct, hands-on experience with the AWS Marketplace and ACE co-sell program is a significant plus.
• A master of execution with an "Act Now" mentality.
• Highly analytical and data-driven mindset.
• An excellent communicator and relationship-builder.
• Proven track record of exceeding revenue-based quotas or MBOs related to partner influence.

Benefits

• On Target Earnings (OTE) range in the US: 143,000.00 - 230,000.00 USD Annual.
• Eligible for commission based on sales performance.
• Restricted Stock Units granted at time of hire.
• 401(k) match and comprehensive employee benefits package.