United States onlyLumen is the trusted network for AI. We’re transforming how businesses connect, secure, and scale in an AI-driven world.
By connecting people, data, and applications quickly, securely, and effortlessly, we help organizations move faster and unlock what’s next.
At Lumen, people power progress. Our culture is built on teamwork, trust, and transparency, giving you the flexibility, support, and opportunity to make a lasting impact. We’re looking for top-tier talent ready to take on the challenge. Join us in building the future.
The Role
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 strength and depth of the AWS relationship, co-sell pipeline creation and velocity and joint solution adoption and customer impact.
This role translates strategy into execution—activating co-sell motions, scaling transactable offers, and establishing the operating rigor required to accelerate joint bookings and consumption.
What Success Looks Like:
- 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
Location
Ideally the person in this role resides in either Washington state or California for ease of team and partner meetings.
The 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
What We Look For in a Candidate
Core AWS Alliance Experience
- 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
GTM + Revenue Orientation
- 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
Marketplace
- Deep experience with AWS Marketplace and/or cloud marketplaces
- Understanding of transactable offers, pricing/metering, and listing lifecycle
Leadership & Execution
- 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
Domain
- 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.
Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.
Learn more about Lumen's:
#Lumen #AWSAliiance #AllianceManager #LIPOST- KS1
Requisition #: 342182
Background Screening
If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our FAQ page. Job-related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Equal Employment Opportunities
We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.
Privacy Notice
Lumen is committed to protecting the privacy and security of personal information collected during the recruitment and hiring process. Our Privacy Notice explains how we collect, use, disclose, and protect applicant information, as well as how individuals may request access to or deletion of their personal data.
To review Lumen’s Privacy Notice, please visit:
https://jobs.lumen.com/global/en/privacy-notice
Disclaimer
The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.
In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.
Please be advised that Lumen does not require any form of payment from job applicants during the recruitment process. All legitimate job openings will be posted on our official website or communicated through official company email addresses. If you encounter any job offers that request payment in exchange for employment at Lumen, they are not for employment with us, but may relate to another company with a similar name.
