AWS Alliance Lead

Job Description

The Opportunity

After 33+ years of excellence, Leighton are on our next chapter of growth - and we need a commercially astute, strategically minded business development leader to play a pivotal role in that journey.

You will operate in a high performing team, creating and developing our relationship with AWS. As Leighton’s single commercial owner for the AWS partnership, your role will deepen relationships with AWS field teams, unlock funding and co-sell opportunities, whilst building evidence required to elevate Leighton’s position across the AWS ecosystem.

You will be given the chance to grow and develop within Leighton as we continue to drive commercial success whilst always maintaining outstanding company culture.

Why Leighton?

• Established credibility: 33 years of delivering custom software solutions to global companies.
• Recognised as one of the leading AWS partners in the UK.
• Real strategic influence: You will play a significant role in helping further develop our relationship with AWS, helping shape our market positioning, and directly influence how we scale.
• Elite technical talent to support: Partner with our world-class engineers and architects to support opportunities for complex technical projects.
• High-value deals: You will pursue enterprise-scale engagements that require deep business acumen, technical fluency, and consultative selling.

What you will do:

Build and Manage the AWS Relationship

• Build deep commercial relationships with AWS Partner, Business Development, and Professional Services teams across UK
• Own the co-sell pipeline, driving both sourced and influenced revenue opportunities
• Lead quarterly business reviews (QBRs) and annual planning sessions with AWS leadership
• Build evidence and case studies to support advancement within the AWS Partner Network

Drive Revenue and Funding Opportunities

• Maximise AWS funding programs including Proof of Concept (PoC) credits, AWS Sandbox, AWS Marketplace (Private Offers), and Migration Acceleration Program (MAP)
• Manage Market Development Funds (MDF) allocation and reporting to support joint marketing initiatives
• Identify and pursue high-value co-sell opportunities with AWS field teams, targeting deals £250k+
• Work alongside business development, pre-sales and delivery teams to position AWS solutions in customer engagements

Strategic Partnership Development

• Partner internally with Marketing, Sales, CTO, and AWS Practice Lead to align on go-to-market strategy
• Lead joint go-to-market planning, including AWS competencies and solution positioning
• Drive AWS Partner Network program participation (training, certifications, events, and campaigns)
• Represent Leighton at AWS partner events, summits, and industry forums

What You'll Bring
Essential Experience:

• Proven track record managing cloud alliances, ideally AWS partnerships, within a consulting or systems integration environment
• Demonstrable experience with AWS Partner Network programs, including funding mechanisms (PoC, MAP, MDF), and partner tools
• Strong commercial acumen with experience supporting enterprise-scale sales cycles (£250k+ deal sizes)
• Evidence of successful stakeholder management across both partner organisations and internal teams
• Understanding of AWS services, solutions, and the AWS Well- Architected Framework (ability to articulate technical value to customers)

Success Metrics

• Generate Leads through the AWS partnership
• Co-sell pipeline value: Build and maintain qualified AWS co-sell opportunities
• Funding utilisation: Secure and deploy AWS funding (PoC, MAP, MDF)
• Partnership progression: Build case studies and evidence to support APN tier advancement
• Relationship depth: Establish strong working relationships with AWS field team members and leadership team
• Support Business Development on closing AWS opportunities

What makes you the ideal candidate

• Strong experience managing cloud alliances or AWS partnerships.
• Track record of cloud funding programmes and co-sell motions.
• Strong commercial acumen, stakeholder management and GTM capability.
• Highly driven: You're self-motivated, ambitious, and hungry to be a part of something significant.
• Collaborative excellence: You know that winning complex deals requires orchestrating teams. You will work alongside pre-sales, delivery leads, and executives.
• Flexibility and commitment: You're comfortable with regular travel and the demands of enterprise partnerships. When a critical pitch or client meeting requires it, even at late notice, you want to be there.

Who you will work with

Reporting directly to the Head of Business Development, you will be a significant part of the Business Development Team.
This is not a 'lone wolf' role. You will be supported, resourced, and empowered - but you will also be expected to lead, influence, and drive outcomes.

Our values

Our culture defines how we do business and how we interact with each other as well as our customers; it makes us unique and gives us that competitive edge:

• We act with honesty and truth, always!
• We collaborate to bring our purpose to life in a caring and supportive way
• We nurture our amazing people to be the best version of themselves
• Passionate about what we do, proud of what we achieve
• Our curiosity inspires the amazing

About Leighton

For over three decades, Leighton has been the partner of choice for organisations that demand excellence in custom software development. We work with some of the world's most recognisable brands to build technology that drives revenue, reduces costs, creates operational efficiencies, and solves mission-critical problems.

We're agile but experienced. We're trusted but innovative. We bring together elite technical talent - engineers, architects, UX designers, QA specialists - and wrap them in a deeply personal service model.

And now, we're scaling. The market opportunity is vast. The demand for our capabilities has never been higher. We have the foundation, the reputation, and the momentum.

Ready to help lead our next chapter of growth?

If you're an ambitious, proven business development professional who wants to make a real impact at a company that's established enough to win but nimble enough to innovate – we would love to hear from you.