AWS Alliance & Practice Lead | Full-time | Los Angeles, CA
Tech Holding
$140,000 / year
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Description
About us:
Working at Tech Holding isn't just a job, it's an opportunity to be a part of something bigger. We are a full-service consulting firm that was founded on the premise of delivering predictable outcomes and high-quality solutions to our clients. Our founders and team members have industry experience and have held senior positions in a wide variety of companies – from emerging startups to large Fortune 50 firms – and we have taken our combined experiences and developed a unique approach that is supported by the principles of deep expertise, integrity, transparency, and dependability.
The Role:
We are seeking an entrepreneurial AWS Alliance & Practice Lead to build, lead, and scale Tech Holding's AWS practice into a multi-million-dollar revenue business.
This is a quota-carrying sales role. You will personally prospect, run, and close deals, and you're accountable for meeting a quarterly sales quota. Building partnerships and practice strategy matters, but this role is measured on closed revenue.
This is a strategic, highly client-facing leadership role responsible for AWS partnership development, sales growth, demand generation, co-sell execution, and practice strategy. You will build trusted relationships with AWS Account Executives, Partner Development Managers, Solution Architects, and other AWS stakeholders while working closely with Tech Holding's sales, marketing, delivery, and executive teams.
The ideal candidate has a strong record of growing AWS consulting or cloud-services revenue, creating repeatable go-to-market motions, and turning AWS relationships into qualified pipeline and closed business. This is a hands-on leadership role for someone who is equally comfortable in executive meetings, joint sales pursuits, community events, and internal practice-building sessions.
Key Responsibilities:
- Carry and achieve a quarterly sales quota by personally sourcing, qualifying, negotiating, and closing AWS-related consulting and services deals.
- Own the strategy, growth plan, revenue targets, and operating cadence for Tech Holding’s AWS practice.
- Build and manage a multi-million-dollar AWS-related consulting pipeline across cloud migration, modernization, application development, data and analytics, AI, security, managed services, and cloud optimization.
- Lead AWS partnership strategy and serve as Tech Holding’s primary relationship owner across AWS field sales, partner teams, solution architecture, and program teams.
- Develop and execute joint business plans, joint account plans, quarterly business reviews, and go-to-market initiatives with AWS.
- Drive proactive AWS co-sell execution, including opportunity identification, ACE registration, deal qualification, pipeline governance, joint pursuit strategy, and personally driving deals through signature and close.
- Partner directly with AWS Account Executives and Tech Holding sellers to identify target accounts, create joint value propositions, and advance strategic customer opportunities.
- Build and lead demand-generation efforts, including targeted campaigns, account-based outreach, executive briefings, workshops, webinars, and solution-led marketing programs.
- Plan, host, and co-host AWS community events, customer roundtables, executive dinners, workshops, and industry gatherings with AWS teams to generate demand and strengthen ecosystem relationships.
- Develop repeatable AWS service offerings, sales plays, industry solutions, and field-ready collateral that differentiate Tech Holding in the market.
- Identify and pursue relevant AWS partner programs, competencies, specializations, funding opportunities, and go-to-market initiatives that support revenue growth and practice maturity.
- Collaborate with delivery and technical leadership to ensure Tech Holding has the right AWS capabilities, certifications, solution assets, and staffing to support customer demand.
- Track and report on pipeline, bookings, revenue, AWS-sourced opportunities, co-sell activity, demand-generation performance, and partner-program milestones.
- Represent Tech Holding at AWS events, industry conferences, client meetings, and partner engagements.
- Travel as needed to meet AWS contacts, AWS Account Executives, prospective clients, and strategic partners.
Required Skills:
- 10+ years of experience in technology consulting, cloud services, sales, alliances, business development, or practice leadership.
- Consistent track record of meeting or exceeding an individual sales quota in a consulting, cloud, or professional-services environment.
- Demonstrated success building or scaling a cloud, AWS, or professional-services practice with multi-million-dollar revenue responsibility.
- Strong, established relationships within the AWS ecosystem, including AWS field sales, partner teams, solution architects, or AWS-aligned consulting organizations.
- Proven experience leading AWS co-sell motions, including ACE, joint account planning, opportunity registration, pipeline reviews, and joint sales pursuits.
- Proven track record of personally closing complex enterprise consulting, cloud transformation, or managed-services engagements.
- Experience designing and executing demand-generation programs that create qualified pipeline and measurable revenue outcomes.
- Experience planning and hosting customer events, executive roundtables, workshops, webinars, or partner-led community programs.
- Strong understanding of AWS services and customer use cases, including migration, modernization, data and analytics, AI/ML, security, cloud optimization, and managed services.
- Ability to translate client priorities into compelling solution narratives, executive presentations, and proposals.
- Strong executive presence, communication, relationship-building, and negotiation skills.
- Ability to lead effectively across sales, marketing, partnerships, solutioning, and delivery teams.
- Entrepreneurial mindset with a high degree of ownership, urgency, and comfort operating in a growth-stage environment.
- Willingness to travel based on AWS, client, and business needs.
Nice to have:
- AWS certifications or deep AWS ecosystem expertise.
- Experience working for an AWS Consulting Partner, systems integrator, cloud consultancy, managed-services provider, or hyperscaler.
- Experience with AWS Marketplace, AWS funding programs, AWS competencies, or AWS partner specializations.
- Experience building sales teams, alliance functions, or go-to-market programs in a consulting or professional-services environment.
- Experience selling into one or more vertical markets, such as media and entertainment, financial services, retail, healthcare, or technology.
Location:
- This is a hybrid role based in Downtown Los Angeles (DTLA) or at a client location, depending on business needs.
- Travel is required based on client, AWS partner, and business needs.
Employment type:
- Full-Time
Compensation:
- Base salary: $140,000 annually.
- This position is eligible for uncapped performance-based commission tied to quarterly quota attainment.
- Total annual compensation may exceed $400,000 based on individual performance.
*Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time
Tech Holding is proud to be an Equal Opportunity Employer and is committed to fostering a diverse and inclusive workplace. We welcome applicants from all backgrounds and experiences, and we consider qualified applicants without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristic. If you require accommodation in the application process, please contact our HR
About this role
Tech Holding is looking for someone to build and lead its AWS consulting practice from the ground up into a multi-million-dollar business. This is fundamentally a quota-carrying sales role—you'll personally source, qualify, and close deals while owning the practice's overall strategy, revenue targets, and operating plan. Success here means balancing hands-on selling with leadership: closing enterprise consulting and cloud transformation deals yourself, managing a pipeline across migration, modernization, AI, security, and managed services, and simultaneously building the internal capabilities and external partnerships needed to scale.
The role sits at the intersection of sales, alliances, and practice leadership. You'll develop and execute joint business plans with AWS, lead co-sell motions and opportunity registration, and serve as Tech Holding's primary relationship owner across AWS field sales, solution architects, and partner teams. Demand generation—campaigns, executive briefings, workshops, community events—is part of the mandate, as is recruiting and mentoring the talent needed to support growth. This requires comfort moving between executive boardrooms, joint sales pursuits, internal strategy sessions, and community events.
You'll need 10+ years in technology consulting, cloud services, or practice leadership, with a proven record of hitting individual sales quotas and scaling a cloud or professional-services practice. Strong, established relationships within the AWS ecosystem are essential, as is hands-on experience closing complex enterprise deals and leading AWS co-sell activities. The role is based in Los Angeles and requires travel to meet AWS contacts and strategic partners.
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Pay for this role
$140,000 per year
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