SmartBear · 3 days ago
Director, Strategic Partner AWS
United States
Full-time
Remote
Lead/Staff, Director/Executive
$210K/yr - $223K/yr
5+ years expSmartBear is a company focused on helping customers build quality software through automation and visibility in software development. The Director of AWS Strategic Partnerships will own and expand SmartBear's collaboration with Amazon Web Services, leading initiatives to enhance joint business planning and drive revenue through AWS channels.
Computer Software
Responsibilities
Drive strategic growth of SmartBear’s AWS collaboration by activating joint go-to-market initiatives and maximizing revenue through AWS channels
Lead co-selling, marketplace strategy, and executive alignment with AWS to expand adoption of SmartBear’s software quality solutions
Strengthen product integrations, partnership operations, and field enablement to accelerate customer value and market penetration
Own and expand SmartBear’s collaboration with Amazon Web Services through our Strategic Collaboration Agreement
Lead joint business planning, activate co-selling motions, and strengthen product integrations across SmartBear’s portfolio and AWS services
Oversee Marketplace strategy, drive revenue through AWS channels, and serve as the primary relationship leader across AWS sales, product, and partner organizations
Partner cross-functionally to align roadmaps, develop joint solutions, and accelerate customer adoption through AWS procurement and Marketplace pathways
Qualification
Required
5–8 years of experience managing strategic partnerships with AWS or major cloud providers
Deep understanding of AWS services, partner programs, Marketplace mechanics, and cloud go‑to‑market motions
Proven track record of achieving revenue targets through cloud vendor partnerships
Experience with SaaS business models, API technologies, and DevOps/SDLC tools
Excellent communication, negotiation, and project management skills
Ability to collaborate cross-functionally with sales, marketing, product, and executive stakeholders
Benefits
Performance-based bonuses for eligible roles
A generous benefits package that supports employees’ health and well-being
Flexible time off
Hybrid work options
Professional development opportunities
Company
SmartBear
SmartBear is pioneering innovation in software quality, embracing AI’s transformative potential.
501-1000 employees
H1B Sponsorship
SmartBear has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3)
2024 (2)
2023 (2)
2022 (4)
2021 (1)
Funding
Current Stage
Late StageLeadership Team
Frank Roe
Chief Executive Officer
Bryce Chicoyne
COO
Company data provided by crunchbase