Global Alliance Lead - Amazon AWS

This is a strategically pivotal role for Endava and our future growth strategy. A dynamic, highly accountable role, you will be an experienced Global Alliance Leader for Amazon AWS driving business growth through transformational engagements with our clients and sales teams.  This is an exciting time to take on this global leadership role. We are experiencing very significant growth in revenue and market opportunity (double digits) with AWS and other key hyperscalers.  You will join an expanding, dynamic global alliance’s function, sharing best practice across all strategic and commercial partners, leading growth and inspiring clients on their transformation journey.

Key responsibilities for this role include:

Strategic partnership development and management

• Build, define and execute our global business strategy and business plan with AWS, collaborating in partnership with our industry Managing Directors to support their GTM plans.
• Be accountable for the annual order book and revenue target set across our business, with real time management to ensure attainment/exceeding growth targets.
• Build and manage executive-level relationships with AWS as your global alliance, fostering peer to peer relationships between Endava and AWS.
• Create a future roadmap for elevating our partner status, with a growth plan of additional competencies and specialisations for investment – driving new ways to differentiate across the AWS ecosystem.
• Define joint business strategies aligned to Amazon’s priorities and Endava’s growth plan (across all strategic pillars of their portfolio).
• Negotiate and structure new alliance agreements, securing investment against campaigns, client proof of concepts and acceleration projects etc for our clients.

Go-to-Market Execution

• Partner with our Industry commercial leads to agree key focused growth programs, aligned to client industry challenges, supporting sales.
• Play a key role in building accelerators, new propositions and offerings with AWS to support client transformation and enable faster time to value.
• Collaborate with our partner marketing team to build our annual growth plan with key campaigns and events, accelerating client expansion and net new client acquisition.
• Responsible for unlocking funding of ~£1m to support client transformation and growth programs.
• Play a key role in building compelling sales materials, client stories and battlecards etc to enable sales and client partners globally.

 Business Growth & Performance

• Proactively lead and manage all growth programs for AWS globally, operationally connecting Endava leadership and sales with their counterparts.
• Measure, monitor and drive alliance revenue and order book targets, managing and supporting pipeline growth, reporting to executives.
• Identify new opportunities for expansion across industries and regions.
• Be accountable for end-to-end partner success, through enablement, training certification programs across sales, delivery, CTO and strategic cloud and AI pods. 
• Partnering with our global delivery locations will be key for maintaining and enhancing our certifications and competencies/specialisations.
• Where necessary you will also act as the global point of contact for partner escalations where additional support may be required.
• Play an expert role in supporting strategic deals, bringing partner innovation to our client teams and client executives.
• Lead successful sales enablement and training, empowering our expert sales teams and client partners to sell and qualify AWS capabilities as part of Endava’s GTM