Back to jobs
New

AWS Development Manager

Denver, CO

Spinnaker Support is a global leader in third-party support for SAP and Oracle enterprise software, delivering Forward with Certainty to our clients. We help enterprise organizations maximize the value of their existing SAP and Oracle investments, reducing costs, removing vendor lock-in, and creating the runway for cloud migration on their own terms.

We are building a strategic co-sell partnership with AWS globally, and this role sits at the center of that motion. The Tier-1 Application Providers (SAP & Oracle) are creating a problem for AWS. When enterprise customers move to RISE or Fusion, AWS loses direct access to the customer relationship. SAP (specifically) controls the environment, owns the data contractually, and blocks AWS from selling AI, analytics, and its full stack of services. Spinnaker is the alternative. Our third-party support model keeps customers in an open environment where AWS has full visibility, a direct relationship, and the ability to cross-sell. No more lock-in. We are building a joint field motion with AWS, targeting SAP ECC and Oracle on-premises accounts that are migration candidates, and co-selling Spinnaker's support as the bridge that gives customers the time and flexibility to move to AWS on their own terms.

The AWS Development Manager will own the operational foundation building and execution of this partnership as we launch Spinnaker's AWS relationship. This is a partner-facing role for a commercially minded partnership professional who navigates AWS's partner ecosystem, builds field-seller relationships, and drives joint go-to-market programs from concept to pipeline. You do not own technical delivery. You own the AWS relationship, the co-sell motion, the marketplace presence, and the partner portal that underpins it all. In this role, you will:

  1. Identify: Work with AWS sellers to flag SAP ECC or Oracle on-prem accounts with upcoming renewals, RISE pressure, or migration intent
  2. Introduce: Position Spinnaker’s third-party support as the bridge, reducing cost and removing urgency with the incumbent vendor
  3. Migrate: With Spinnaker stabilizing support, customers gain the runway to plan an AWS migration on their own timeline
  4. Expand: Once on AWS, layer Spinnaker's AI capabilities onto SAP and Oracle environments to drive additional cloud consumption

Responsibilities:

AWS Relationship Management

  • Serve as Spinnaker's first-ever AWS relationship owner, the day-to-day point of contact for AWS field leadership, ISV partner leads, and SAP and Oracle Specialty Sellers
  • Cultivate and expand relationships with key AWS stakeholders, including senior leaders and partner team contacts
  • Periodically represent Spinnaker at AWS partner events, summits, and field engagements across the region
  • Manage escalations, partner program compliance, and ongoing AWS engagement cadences
  • Identify ways Spinnaker can help its customers and prospects leverage AWS’s vast funding mechanisms

AWS Partner Portal & Marketplace Ownership

  • Stand up and administer Spinnaker's AWS Partner Network (APN) portal and Marketplace presence from the ground up: building the partner profile, creating and maintaining product/service listings, assembling competency and certification documentation, and managing partner-tier progression and renewal.
  • Own the end-to-end co-sell opportunity registration workflow in APN, submitting and updating opportunities through ACE (AWS Customer Engagement), keeping stage, value, and close-date fields accurate, and ensuring every qualified deal is registered and kept current
  • Track and report on partner program metrics, co-sell pipeline, and AWS Marketplace activity
  • Provide direction on AWS opportunity tracking in Salesforce, defining how AWS co-sell deals are flagged, fielded, and synced against APN/ACE, and partnering with Spinnaker RevOps to keep the two systems reconciled so pipeline reporting is consistent on both sides
  • Coordinate internally to ensure Spinnaker meets AWS partner requirements and maximizes program benefits.
  • Stay current on AWS partner program changes, incentives, and co-sell policies, and communicate updates across Spinnaker teams
  • Run a regular portal-hygiene cadence, a recurring (e.g., monthly) review of APN listings, competency status, and co-sell opportunity records to keep data accurate, registrations current, and the partnership audit-ready

Go-to-Market Execution

  • Own the AWS co-sell motion, working alongside AWS, SAP, and Oracle Specialty Sellers to identify, qualify, and progress joint pipeline
  • Plan and execute joint field engagements, including Lunch and Learns, happy hours, and seller briefings in key markets
  • Develop and distribute field-ready enablement materials that help AWS sellers quickly understand and position the Spinnaker value proposition
  • Drive the Identify > Introduce > Migrate > Expand joint motion in coordination with Spinnaker's sales team

Strategic Partnership Development

  • Help build the path toward a formal Strategic Collaboration Agreement (SCA) with AWS, including joint marketing and go-to-market commitments
  • Work with Spinnaker marketing and sales leadership to align campaign activity, events, and content to AWS partnership priorities
  • Identify and pursue opportunities to deepen the partnership: new AWS specialty programs, co-marketing funds, Marketplace listings, and field incentives

Qualifications:

  • Experience: 8+ years in enterprise technology, with 4+ years in cloud partnerships, alliances, or channel management
  • AWS Partner Ecosystem: Hands-on experience building and administering the AWS Partner Network (APN) portal, registering and managing co-sell opportunities in ACE, and maintaining Marketplace listings
  • Go-to-Market Execution: Proven track record driving joint GTM motions with hyperscaler field sellers
  • CRM & Pipeline Operations: Proficiency with Salesforce, structuring opportunity tracking, reconciling partner pipeline against external systems, and setting reporting conventions for a sales team
  • SAP Awareness: Working knowledge of the SAP landscape (ECC, S/4HANA, RISE) sufficient to credibly engage AWS SAP Specialty Sellers
  • Oracle Awareness: Working knowledge of Oracle Application & ODB@AWS (EBS, Peoplesoft, JD Edwards, Database) sufficient to credibly engage AWS Oracle Specialty Sellers
  • Communication: Exceptional written and verbal English; additional languages a strong asset

Preferred Qualifications:

  • Experience with SAP RISE competitive positioning or third-party support models
  • Background in ISV or SaaS partner alliance management at a global technology company
  • Familiarity with AWS Marketplace listings and co-sell opportunity management
  • AWS Cloud Practitioner or AWS Partner Accreditation certification

We are committed to fair and equitable compensation practices. As such, compensation will ultimately be in line with the labor market data, and the location in which the position is filled. Final compensation for this role will be determined by various factors such as education, experience, knowledge, skills, and abilities of the candidate, and alignment with labor market data and geographic location.

US - Pay Transparency

$135,000 - $145,000 USD

For California based applicants, see our CCPA policy here - Privacy Policy

Create a Job Alert

Interested in building your career at Spinnaker Support? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...

U.S. Standard Demographic Questions

We invite applicants to share their demographic background. If you choose to complete this survey, your responses may be used to identify areas of improvement in our hiring process.
Select...
Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Spinnaker Support’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.