Searce - Director - Strategic Alliances

2 weeks ago

Mumbai, India Searce Full time

Position: Director, Strategic Alliances (AWS)Experience: 12+ YearsJob Type: Full-timeJob SummaryWe are seeking a highly experienced and results-driven Director, Strategic Alliances with 12+ years of experience in cloud and AI alliances, including 6+ years specifically leading AWS motions in India. The ideal candidate will be a technical leader and a business strategist who can operate as a true General Manager, owning the full partner business from strategy to execution. You will be instrumental in closing complex, multi-year cloud and AI deals, while simultaneously building and scaling a robust partner ecosystem. This role is for a proven deal-maker who can disrupt the market with speed, technical expertise, and operational P&L Ownership: Run the partner business as a General Manager (GM), with full ownership of the profit and loss (P&L). You will be responsible for forecasting, de-risking, and delivering on aggressive revenue targets.Commercial & Technical Acumen: Leverage your commercial and negotiation expertise to close complex, multi-year cloud and AI deals, optimizing for both margin and mutual value. Your technical fluency with AWS stacks and agentic-AI patterns will enable you to whiteboard architecture on demand and translate deep tech into board-level narratives.Cross-Functional Catalyst: Orchestrate a seamless go-to-market (GTM) motion by collaborating with sales, consulting, delivery, and marketing teams. You will drive partner adoption by publishing demos and reference architectures, and contribute to open-source to accelerate co-innovation.Strategic & Operational Rigor: Act as a first-principles strategist, spotting market whitespace, designing new plays, and pivoting quickly based on data-driven insights. You will build repeatable governance, dashboards, and enablement programs that are designed to scale rapidly.Ecosystem Expertise: Navigate the AWS Partner Network, Marketplace, and co-sell motions with ease. You will serve as an AI-Native Architect Liaison, translating features from Amazon SageMaker and Bedrock into monetizable agentic solutions, and you will be fluent in GCP and Azure to position the company as Skills & Qualifications- 12+ years of professional experience in cloud or AI alliances, with at least 6+ years leading AWS motions in India.- A proven track record of closing $20M+ in annual revenue through co-sell, Marketplace, or OEM routes.- Experience in scaling alliances from 0110.- A consulting background with hands-on experience integrating SageMaker, Redshift, QuickSight, and EKS for enterprise AI transformations.- An advanced degree (MBA or MS in CS/Engineering) is required, along with AWS certifications.- Demonstrated ability to disrupt and outpace incumbent competitors with speed and execution.- Fluency in designing Redshift pipelines and SageMaker models, with a strong understanding of security and compliance best Skills- Named inventor on AI or cloud integration patents.- AWS Award alumnus or Dev Champion speaker.- Maintainer of a widely used AWS/AI open-source repository.- Experience in rescuing at-risk alliances and turning them into successful, profitable partnerships.- Founder energy with experience building a startup or a new region from scratch, thriving on ambiguity. (ref:iimjobs.com)

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