Langchain AWS Alliances Lead at LangChain will own and grow the co-sell motion and marketplace presence with AWS. The role includes managing joint pipeline, coordinating deals, and operationalizing AWS funding mechanisms.
Responsibilities
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.
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.
Qualification
Familiarity with the AI/ML ecosystemAnnual salary range
Preferred
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.
