Alliances Lead

At Loka our teams launch meaningful projects across a wide range of industries. In the last year we helped advance the world's #1 AI reading tutor, transform rundown homes into green machines and accelerate novel drug discovery to fight leukemia. And we did it all while working 100% remotely and enjoying every other Friday off 😎

We're seeking an experienced Alliances professional from inside the AWS ecosystem to own how Loka works with AWS day to day. As AWS Innovation Partner of the Year, our name is already known across AWS startup, SMB and healthcare teams. You'll walk in with credibility, with relationships and processes already in place, and with real ownership to shape alliances as you see fit.

Your time will split roughly evenly between AWS-facing and internal work. Externally, you'll build relationships with AWS District Managers and the PDM team. Internally, you'll make sure our sales leaders have the AWS relationships, data and insights they need to win. Your AWS alliances experience matters more than your knowledge of AI partner programs. The former is what you'll need to hit the ground running; the latter you'll learn with us as our Anthropic and OpenAI practices grow.

This is a hands-on, individual contributor role. Alliance's roles are rarely black and white, so a self-starter who takes the ball and runs will thrive here.

Responsibilities

Drive the growth of Loka's AWS partnership, ensuring alignment with our sales priorities and AWS partner frameworks, including our Strategic Collaboration Agreement (SCA)

Act as the business owner of alliances. Where ownership isn't clear-cut, define roles and responsibilities with Sales and other teams, and shape existing processes as the partnership evolves

Own partner metrics and reporting: build systematic tracking of AWS Partner KPIs (including AO/PO) and internal metrics across segments, and turn them into forecasts and insights for sales leadership

Run regular cadences with the AWS partner team and internal stakeholders to track progress and deliver business reviews

Build and grow relationships with AWS field teams, including District Managers across startup and SMB, and drive consistent engagement with prioritized teams

Partner with Sales, Marketing and Operations on joint go-to-market initiatives that accelerate pipeline growth and new opportunities

Coordinate with Operations on deal registration and alliance compliance

Represent Loka at AWS partner events, District offsites and industry conferences

Support the growth of our relationships with AI partners such as Anthropic and OpenAI, including program milestones, certifications and events

Track AWS ecosystem developments and market trends, and proactively identify and act on growth opportunities without waiting for direction

Requirements

MUST HAVE

5+ years in alliances, partner or channel roles within the AWS ecosystem

Hands-on knowledge of how AWS partner teams work: partnering with PDMs, running reports out of ACE, and co-sell and AO/PO motions

Strong analytical skills, with experience building metrics, reporting and forecasts that leadership relies on

Excellent communication and presentation skills

Comfort with ambiguity and high autonomy

Ability to travel for District offsites and AWS events up to 50% of the month

Eligible to work in the US without sponsorship

STRONGLY PREFERRED

Experience at a professional services or cloud consulting company

Based on the East Coast, or working East Coast hours

Existing relationships with AWS PDMs or District Managers

Working knowledge of AWS partner programs and funding

Exposure to Anthropic (Claude) or OpenAI partner programs

AWS certifications

Benefits

Salary range $160,000–$190,000

Every other Friday off, i.e. 26 extra days off a year. Our team calls it a life-changing benefit. We think you'll agree.

100% remote. Work where you feel most comfortable and productive.

Medical, dental and vision coverage, life insurance and disability

401k with up to 4% employer matching

LokaLabs™: Apply moonshot technologies to overlooked societal challenges in our internal incubator.

Continuous Learning Support

Paid vacation days, sick days and local holidays

Please submit your CV in English.