AWS Cloud Alliances Manager - East / Central
About The Position Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth. We are looking for an AWS Cloud Alliances Manager to join our team and help expand our partnership with AWS across the Americas. This is a hands-on role ideal for someone with some experience in sales, partner management, or field marketing, who enjoys building relationships, driving co-sell initiatives, and enabling sales teams to work effectively with AWS. This role is remote, US-based, with occasional domestic travel. NY/Boston preferred.
Responsibilities
Build and maintain strong relationships with AWS account teams, technical teams, and partner contacts to drive co-sell and joint GTM opportunities. Enable AWS teams to prospect and sell with Upwind, representing our solutions effectively to their customers. Train and support Upwind’s sales organization on working with AWS for co-sell, marketplace, and partner programs. Track and report on co-sell activity, joint pipeline, and partner-influenced deals, providing actionable insights to leadership. Collaborate with internal sales, marketing, and solutions engineering teams to execute joint campaigns, co-branded programs, and GTM initiatives. Support AWS Marketplace activities, including private offers, deal registration, and partner funding programs. Manage a large number of contacts and programs, ensuring organized and timely Requirements 2–5 years of experience in B2B SaaS sales, partner management, field marketing, or cloud alliances. Familiarity with AWS or another major cloud provider (Azure or GCP a plus). Exposure to cloud security, SaaS, or technology solutions preferred. Comfortable engaging with sales teams — enjoys building relationships and influencing other sellers. Highly organized, detail-oriented, and skilled at tracking performance across multiple contacts and programs. Strong communication and presentation skills. Self-motivated, collaborative, and adaptable in a fast-paced, high-growth startup environment. Requirements null