AWS Alliances Lead

The role

You will be the dedicated cloud alliance lead for AWS, owning relationships and revenue motions. You will manage co-sell execution, marketplace presence, and AWS funding mechanisms to drive pipeline.

What you will do

• Own and grow LangChain's co-sell motion with AWS
• Manage joint pipeline and coordinate deals with AWS field teams
• Own LangChain's AWS Marketplace presence end to end
• Operate marketplace GTM platform and extend automation
• Operationalize AWS funding mechanisms like MDF and proof-of-concept credits
• Pursue AWS competency and specialization programs
• Own working relationships with AWS partner development managers and sales managers
• Build executive sponsorship and run a joint business plan with AWS
• Equip LangChain sales, solutions engineering, and marketing with joint sales plays
• Partner with marketing on co-branded campaigns and events

Required qualifications

• 6+ years in cloud alliances, partner sales, or business development
• Direct, hands-on ownership of an AWS relationship
• Track record of scaling a hyperscaler co-sell motion
• Deep working knowledge of AWS Marketplace transactions and programs
• Experience operating a marketplace GTM platform such as Suger, Tackle, or WorkSpan
• Experience shaping and running a joint business plan with a hyperscaler
• Technical foundation to understand how LangGraph, LangSmith, and LangChain fit into an AWS stack
• Experience in a startup or high-growth environment
• Strong operational discipline in CRM and reporting
• Excellent communication and relationship-building skills

Nice to have

• Prior experience inside AWS in partner sales, ISV, or Marketplace roles
• Experience with commercial contracts with AWS like SCAs
• Existing relationships across the AWS ISV, field, Marketplace, and Bedrock partner teams
• Familiarity with the AI/ML ecosystem
• Experience with AWS partner programs specific to AI and data
• Prior experience at a developer tools or infrastructure company with a product-led growth motion

Benefits

• Medical coverage
• Dental coverage
• Vision coverage
• Flexible vacation
• 401(k) plan
• Meals on in-office days in the US

About the company

LangChain builds the foundation for agent engineering, helping developers move from prototypes to production-ready AI agents. The company offers a platform for building, evaluating, deploying, and operating agents at scale.