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Senior AWS Alliance Manager



United States · Remote
Posted on Monday, May 20, 2024

We are looking for a Senior AWS Alliance Manager that is excited to bring Pulumi’s cloud programming model to the world. You will be a part of realizing a vision where every developer can harness the power of the cloud.

Pulumi is building the world's best infrastructure as code tools and services that enable every developer to program the cloud using the tools and practices they already know. We lead with an open-source platform that embraces real programming languages, tools, and techniques, and offers an innovative SaaS product that helps teams collaborate. Cloud native leaders like Snowflake and Materialize as well as innovators like BMW use Pulumi to make cloud infrastructure their competitive advantage.

The Pulumi Business Development team works across our partner ecosystem to get the most value in the investments Pulumi makes in product integrations by establishing long-term, strategic relationships, and enabling co-engineering, co-marketing and co-selling activities with partners.

Reporting to the Head of Business Development, the AWS Alliance Manager will be primarily responsible for owning and managing the AWS Partnership in addition to managing other strategic partnerships. In this role you will maintain strong relationships with our AWS partners, overseeing all AWS-related activities including annual business planning, building and executing a joint marketing plan and managing transactions in the AWS Marketplace.

At Pulumi you will be challenged, learn, teach, and collaborate with an elite team of great people.

While Pulumi is headquartered in Seattle, WA., we are dedicated to being a remote first company. This role will be located remotely in the US.

In This Role You Will:

  • Drive sales opportunities between Pulumi and AWS account teams.
  • Grow and track AWS-related pipeline development and sales performance.
  • Ensure AWS-related opportunities are tracked and proactively drive account teams to manage them to completion.
  • Provide accurate pipeline tracking, reporting, and forecasting using Salesforce.
  • Create and maintain AWS Marketplace listing.
  • Lead cross-functional teams to achieve AWS competencies to differentiate Pulumi in the AWS ecosystem.
  • Create and deliver enablement content for Pulumi field teams on working with AWS.
  • Provide direction, guidance, resources, and oversight for Pulumi’s AWS Foundation Technical Reviews and integration with the AWS Marketplace.
  • Become highly knowledgeable in Pulumi offerings and value propositions.
  • Create and execute go-to-market plans to drive revenue via the AWS partnership globally.
  • Manage participation in all applicable AWS partner programs and secure access to higher tiers.
  • Partner with the marketing team to plan and execute virtual and in-person AWS events and marketing campaigns. Track and report the results of each marketing initiative.

We’re Looking For Someone With:

  • You have at least 4 years of experience working with AWS.
  • Strong understanding of AWS partner and field incentive programs.
  • Experience with cloud marketplaces.
  • Strong understanding of AWS go-to-market organization structure including partner, channel, account, and marketing teams.
  • Strong attention to detail and organizational skills.
  • Excellent written and verbal communication skills.
  • Proven ability to establish trust and build collaborative relationships with internal and external partners.
  • Experience planning/executing go-to-market activities with partners.
  • Exceptional analytical, organizational, project management skills, and communication skill, ability to craft and deliver C-level presentations and captivate an audience.
  • Highly independent and self-motivated with the ability to proactively seek out solutions and opportunities.
  • Must be familiar with AWS partner ecosystems and have a track record in building alliance/sales/partner relationships with business and technical teams.
  • Experience working at a SaaS company preferred.


  • Base Salary Hiring Range: $143,000 - $193,000
  • All full time employee offers at Pulumi include base salary, bonus or variable, equity and benefits (details below).

Pulumi Benefits:

  • Health (US Only) - We offer competitive medical, dental, vision, and supplemental insurance. It is free for our direct employees to be on our insurance.
  • Time Off - Unlimited personal time off (PTO) we ask that employees take at least 3 weeks off during the year in addition to the two annual company-wide wellness weeks and 13 US holidays.
  • 401K (US Only) - with employer match
  • Parental Leave - 20 weeks paid parental leave for the birthing parent or primary caregiver, and 16 for non-birthing parent or secondary caregiver.
  • Remote-First - We are a 100% remote-first company with employees in nearly 20 states, and growing internationally; we encourage asynchronous communication and autonomy. We also provide an annual work from anywhere fund to help cover the employee costs of working remotely.
  • Professional Development & Growth - We encourage a lifelong learning mindset and every employee is given an annual professional development budget.
  • Equity - As a small but growing startup, we all act like owners and you will earn equity in the company.
  • Additional Funds - We offer employees a monthly wellness fund to be spent on anything physical and/or mental wellbeing related. We also provide a quarterly happiness fund to be used toward anything that makes our employees happy!

About Pulumi:

Pulumi is reimagining how developers and DevOps teams create and manage cloud software, through a unique combination of developer tools and system innovation. The company leads with an open source platform that embraces real programming languages, tools, and techniques, and offers an innovative SaaS product that helps teams collaborate.

Pulumi was founded in 2017 by developer and cloud experts from many corners of our industry to deliver innovative approaches to cloud software development. Since emerging from stealth in mid-2018, we are accelerating our platform momentum and product adoption. The team is built on a culture of openness, diversity, respect, and thinking big.

At Pulumi, we don't just accept difference, we look for it, celebrate it, support it, and thrive on it for the benefit of our employees, our products, and our customers. Pulumi is proud to be an equal opportunity workplace and is committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know.