AWS Alliance Lead

Blue Pearl.com

Office

Johannesburg, South Africa

Full Time

To lead Blue Pearl’s strategic alliance with AWS, maximizing the value of the partnership. The AWS Alliance Lead will own the relationship, drive joint go-to-market initiatives, ensure AWS programs are leveraged for revenue growth, and help position Blue Pearl as a leading AWS partner in cloud services, migrations, modernization, data analytics, AI/ML, disaster recovery, and more.

Key Responsibilities:
Area
Responsibilities
Strategic Partnership Management
- Build and maintain a strong relationship with AWS stakeholders (Partner Account Managers, Solutions Architects, AWS Partner Network contacts).
- Represent Blue Pearl in AWS partner meetings, negotiations, and strategic planning.
- Ensure Blue Pearl meets and maintains AWS partner program criteria (competency, certifications, tiers).
Business Development & Revenue Growth
- Identify joint opportunities with AWS and lead sales/marketing plays.
- Develop go-to-market (GTM) strategies leveraging AWS offerings (cloud migrations, modernization, AI/ML, disaster recovery etc.).
- Set and track targets for revenue influenced via AWS alliance.
- Work with internal sales, pre-sales, and delivery teams to convert alliance opportunities.
Programs & Enablement
- Ensure Blue Pearl’s team(s) are trained/certified on relevant AWS services.
- Enable internal readiness for AWS programs (MAP, ACE, etc.).
- Manage joint marketing, campaign and event efforts with AWS.
- Oversee AWS Marketplace and third-party ISV engagements where relevant.
Operational & Partner Program Management
- Monitor performance metrics: partner scorecards, lead registrations, pipeline hygiene.
- Manage budgets, discounts, incentives, partner credits and ensure Blue Pearl gets optimal benefits.
- Ensure compliance with AWS policies, contractual requirements, data/security/compliance as needed (e.g. PoPIA, disaster recovery, etc.).
- Act as escalation point for alliance issues.
Thought Leadership & Positioning
- Stay current on AWS’s roadmap, new services and competitive landscape.
- Help Blue Pearl position itself as leader in cloud innovation in market (via case studies, whitepapers, customer references).
- Lead internal awareness of AWS innovations and help shape Blue Pearl’s capability growth (new service offerings, technical depth).

Requirements

Requirements & Qualifications:

Bachelor’s degree in Business, IT, Computer Science or related field (or equivalent experience).
5-7+ years of experience in partnership or alliance management, business development in cloud services, or AWS partner ecosystem preferred.
Strong understanding of AWS offerings — cloud migration & modernization, data analytics, AI/ML, security, networking, storage etc.
Demonstrated track record of achieving revenue targets via partner-led or channel sales.
Familiarity with AWS Partner Programs (APN), competencies, badge / certification requirements, and partner enablement frameworks (for example ACE, MAP, etc.).
Excellent relationship building, negotiation, and stakeholder management skills (internal and external, up to executive level).
Strategic thinking, planning, and strong communication (verbal & written).
Ability to work cross-functionally (sales, technical, marketing, operations).
Self-driven, results oriented, with strong organizational and project management skills.

Desired Skills & Attributes:

Experience in ICT resourcing, cloud migration, disaster recovery, or software development services.
Prior AWS certifications (e.g., AWS Certified Solutions Architect, AWS Certified Cloud Practitioner) a plus.
Entrepreneurial mindset; comfortable in a growing business and working in ambiguous environments.
Good understanding of regulatory/compliance requirements in South Africa (e.g., PoPIA, data sovereignty).
Ability to travel occasionally (for partnership meetings, conferences, customer site visits).

What Blue Pearl Offers / What You’Ll Gain:

Opportunity to lead and shape Blue Pearl’s AWS alliance and cloud strategy.
Working on cutting-edge projects (migration, AI/ML, data analytics, DEVOPS).
Exposure to AWS tools, programs, and innovation.
Competitive salary + performance incentives tied to alliance growth.
Professional development, certification support, ability to work with high-calibre teams.

KPIs / Success Metrics:

Number / value of AWS‐led / influenced deals / pipeline.
Number of new AWS competencies / certifications acquired by Blue Pearl team.
AWS partner scorecard metrics improvement.
Joint marketing/lead generation campaign performance.
Revenue growth / margin from AWS partnership offerings.
Customer satisfaction and retention in AWS‐related services.