Role Description Lumen is seeking a high-impact AWS Alliance Manager to own and scale our strategic partnership with Amazon Web Services, driving joint GTM, co-sell execution, and long-term revenue growth. This is a partnership leadership position responsible for building a durable, executive-aligned AWS relationship, unlocking joint value through co-sell, solution alignment, and shared customer outcomes. You will serve as Lumen’s primary interface into AWS, developing joint business plans, aligning executive stakeholders, activating field engagement, and ensuring Lumen is positioned as a preferred strategic partner within AWS. Marketplace execution is a critical lever. Success in this role is defined by: - AWS Partnership Depth: Executive alignment, clear joint priorities, and strong engagement across AWS BD, sales, and partner teams - Co-Sell Acceleration: Measurable growth in sourced/influenced pipeline, active deal engagement, and improved deal velocity - Revenue Impact: Increased AWS marketplace consumption and joint bookings - Operational Scale: Repeatable co-sell and marketplace motions adopted across the business - Execution Discipline: Faster time-to-launch, efficient private offers, and scalable operating model Main Responsibilities - Own and Scale the AWS Strategic Partnership - Serve as Lumen’s primary AWS alliance lead, owning the relationship end-to-end - Build and execute joint business plans aligned to shared growth priorities - Establish executive alignment and governance cadence (QBRs, escalation paths) - Develop deep relationships across AWS stakeholders (BD, sales, partner, marketplace teams) - Drive Co-Sell and Joint GTM - Lead co-sell motion activation (registration, pipeline governance, deal engagement) - Enable field teams with clear plays, messaging, and joint value propositions - Run joint pipeline reviews and inspection cadence with AWS - Identify and prioritize flagship joint pursuits and scalable solution plays - Build and Scale Revenue Motions - Drive private offer strategy and execution to accelerate deal closure - Partner with Sales and RevOps to improve deal velocity and conversion rates - Align pricing, packaging, and commercial constructs to AWS buying behavior - Leverage Marketplace as an Execution Engine - Lead AWS Marketplace strategy-to-execution (offer roadmap, launch, lifecycle) - Ensure offers are optimized for co-sell, procurement, and consumption - Drive continuous improvement in time-to-publish, listing performance, and adoption - Establish Operating Model & Cross-Functional Execution - Build the repeatable alliance operating model (cadence, RACI, KPIs, governance) - Lead cross-functional alignment across Product, Engineering, Sales, Finance, Legal, and Marketing - Remove blockers and ensure on-time delivery of joint initiatives - Scale learnings to support broader hyperscaler and marketplace ecosystem Qualifications - Proven experience owning and growing strategic partnerships with AWS - Strong track record of driving co-sell motions and joint pipeline growth - Deep understanding of AWS partner ecosystem, programs, and field engagement model - Experience building and scaling joint GTM strategies and sales motions - Hands-on experience with private offers, deal structuring, and cloud procurement paths - Ability to translate partnership strategy into measurable revenue outcomes - Deep experience with AWS Marketplace and/or cloud marketplaces - Understanding of transactable offers, pricing/metering, and listing lifecycle - 8 to 10+ years in alliances, partner management, or cloud GTM - Strong cross-functional leadership across Product, Sales, Finance, Legal, and Marketing - Ability to operate in ambiguity and drive decisions with executive stakeholders - Executive-ready communication and influence - Experience in telecom, networking, security, or adjacent B2B technology preferred Education - Bachelor’s Degree or equivalent years of related experience Compensation This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors. - Location Based Pay Ranges: $145,456 - $193,940 in these states: CA and WA. Benefits - Comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing.