Director, Cloud Go To Market Alliances

About Archer

A new regulatory change lands somewhere in the world every six minutes, and agentic AI is outpacing most teams' ability to govern it. At Archer, we help the enterprises powering the global economy turn that pressure into an advantage.

Mandates like the EU AI Act and the SEC cybersecurity disclosure rules are driving the most significant GRC buying cycle we have seen in years. Reaching and serving that demand at scale runs through our cloud partners — and that is why we are building this role.

This is hard work that matters. Our customers span energy, utilities, financial services, pharmaceuticals, and the public institutions communities depend on. People choose Archer because they get to partner with the most trusted brands in the world, on work that protects the customers and communities those brands serve.

If that sounds like your kind of work, let's chat.

The Role

As the Director, Cloud GTM Alliances, reporting to the SVP, Global Channel Management, you will build Archer's hyperscale go-to-market relationship from the ground up —developing a partnership with AWS into a repeatable, co-sold revenue engine by establishing rules of engagement, activating the pipeline, and standing up the operating rhythm on which a mature alliance runs. This is an individual-contributor role built on orchestration: you won't manage a team, but you will mobilize and leverage Archer's full GTM organization — Sales, Marketing, Revenue Operations, and Enablement — and work closely with AWS account manager of key targeted accounts in order to deliver on your remit.

Your areas of ownership span co-sell pipeline and revenue, AWS relationships and mindshare, Marketplace and partner programs, and joint solution alignment. Your initial and primary focus is on AWS, where you build the playbook before scaling to the other hyperscalers, and where, as a foundational hire, your scope can grow with the motion, including the opportunity to build and lead a team over time.

What You'll Do

Co-Sell Pipeline & Revenue

•  Carry and deliver an influenced / co-sold revenue target through the AWS ecosystem, owning forecasting and pipeline development.
•  Build the co-sell motion end to end — register opportunities, work AWS ACE, align field sellers, and drive joint deals to close alongside our account executives.
•  Establish the cadence with AWS PDMs and PSAs: joint account mapping and pipeline reviews sales leadership can rely on.

AWS Relationships & Mindshare

•  Cultivate executive relationships across AWS, and reach into new organizational pockets, regional teams, and vertical groups to expand Archer's footprint.
•  Master the partner's internal mechanics, incentives, and org structure to make Archer the preferred choice for the initiatives that matter.
•  Keep Archer top-of-mind with partner field teams to generate warm, inbound co-sell — earned as a credible peer, not a vendor.

Marketplace, Programs & Joint Solution

•  Stand up and operate our AWS Marketplace presence, including private offers and CPPO, as a friction-free path for sellers and customers.
•  Advance our standing in the AWS Partner Network (ISV Accelerate, competencies, tier) and manage program benefits and funding (MDF / POA).
•  Orchestrate (not engineer) the technical relationship around Evolv AI Risk on AWS — pairing our product and engineering teams with the partner's solution architects and shaping the joint value propositions that go to market.
•  Extend the proven model to Azure and GCP once the AWS motion is producing.

Operating Rhythm & Cross-Functional Delivery

•  Design scalable partnership operations, including escalation management and performance reporting.
•  Run joint quarterly business reviews (QBRs) and annual planning across both organizations, with the rigor to inspect what we expect.
•  Feed market and competitive intelligence back into product and business strategy.
•  Produce the collateral, playbooks, and enablement the motion runs on, and drive the cross-functional execution to put them to work.

What You Bring

•  8–10+ yea