Searce - Director - Strategic Alliances

Position : Director, Strategic Alliances (AWS)

Experience : 12+ Years

Job Type : Full-time

Job Summary

We 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)