About Us

About the Role

You will be LangChain's dedicated cloud alliance lead for AWS, owning the relationships and revenue motions that make these partnerships produce real pipeline. This is a senior individual contributor role sitting within the Partnerships team where you'll be close to the product, close to the field, and expected to drive results without a lot of hand-holding. You'll own co-sell execution and marketplace presence end-to-end, working with cloud partner teams, field sellers, and LangChain's GTM organization to turn partner relationships into closed deals.

What You'll Do

Co-sell and pipeline

• Own and grow LangChain's co-sell motion with AWS: manage joint pipeline, coordinate deals with AWS field teams, and drive sourced and influenced revenue.

• Partner with LangChain sales leadership to define priority co-sell accounts, map territories to AWS coverage, and run co-sell plays region by region.

• Keep ACE hygiene high across the sales team so that opportunity sharing, acceptance, and launch become routine rather than a partnerships-team chore.

Marketplace

• Own LangChain's AWS Marketplace presence end to end: listings, private offers, CPPO through channel partners, and program enrollment.

• Operate our marketplace GTM platform (Suger today) and extend referral and offer automation so sellers can transact through Marketplace without partnerships-team involvement.

Programs and funding

• Operationalize AWS funding mechanisms across the team: MDF (market development funds for co-marketing), proof-of-concept credits, ISV Accelerate benefits, and any strategic collaboration funding we secure.

• Pursue AWS competency and specialization programs that strengthen our positioning with AWS sellers.

• Track funding drawn down against funding available and report it monthly.

Executive and partner relationships

• Own LangChain's working relationships at AWS: partner development managers, ISV sales managers, Marketplace category leads, and the Bedrock and AgentCore partner teams.

• Build executive sponsorship on both sides, and run a joint business plan with AWS that sets shared goals and a review cadence.

• Navigate the coopetitive dynamic: partner closely with AWS on Bedrock and AgentCore while differentiating LangGraph and LangSmith where AWS has competing offerings.

Field enablement and marketing

• Equip LangChain sales, solutions engineering, and marketing with better-together messaging, competitive positioning, and joint sales plays for AWS accounts.

• Partner with marketing on co-branded campaigns, content, and events that generate pipeline, including re:Invent, AWS Summits, and joint customer programs.

• Communicate results clearly to internal stakeholders, including a monthly readout on pipeline, Marketplace, and program activity.

What You'll Bring

• 6+ years in cloud alliances, partner sales, or business development, with direct, hands-on ownership of an AWS relationship.

• A track record of scaling a hyperscaler co-sell motion, not just starting one: you have taken a working AWS alliance to materially higher Marketplace share, pipeline, or partner-sourced revenue, and you can describe the mechanisms that got you there.

• Deep working knowledge of AWS Marketplace transactions and programs: private offers, CPPO, ACE, ISV Accelerate, and the funding programs available to ISVs.

• Experience operating a marketplace GTM platform such as Suger, Tackle, or WorkSpan, including referral and offer automation.

• Experience shaping and running a joint business plan with a hyperscaler, including executive sponsorship on both sides.

• Enough technical foundation to speak credibly with builders. You do not need to write code, but you need to understand how LangGraph, LangSmith, and LangChain fit into a customer's AWS stack.

• Experience in a startup or high-growth environment where you set the operating rhythm for a partner motion rather than inheriting one.

• Strong operational discipline: you manage pipeline in the CRM, track partner activity, and report results clearly to internal stakeholders.

• Excellent communication and relationship-building skills, with comfort owning senior relationships at a large cloud organization and resolving conflict constructively across company lines.

Nice to Have's

• Prior experience inside AWS in partner sales, ISV, or Marketplace roles, with a working understanding of how co-sell decisions and seller compensation work internally.

• 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: how LLMs, agents, and developer tooling fit into enterprise stacks.

• Experience with AWS partner programs specific to AI and data, such as the Generative AI Competency and related partner tracks.

• Prior experience at a developer tools or infrastructure company with a product-led growth motion.

Annual salary range: $200,000 - $250,000 OTE + Equity