AWS Alliance Manager

Graylog: Empowering Threat Detection, Investigation, & Response Solutions with Cutting-Edge Technology Graylog specializes in delivering top-notch Threat Detection, Investigation, & Response (TDIR) solutions, backed by our latest addition, the Graylog API security platform. As a renowned centralized log management (CLM) and Security Information Event Management (SIEM) provider, we offer unparalleled fast and efficient log analysis capabilities in critical areas such as security, compliance, operations, and DevOps. Our enterprise solution enables organizations globally to capture, store, and analyze terabytes of machine data in near-real time while our open-source product has been deployed in more than 50,000 installations worldwide, empowering individuals and small teams to perform basic log consolidation, analysis, and search functions at no cost. We're a remote-friendly company with locations in Hamburg, Munich, London, Boulder, and headquarters in Houston, TX. If you live near an office and want to be part of said office great.  Nearish to an office and want to have the ability to hot desk? No problem, and if you're not near an office and wish to work remotely, all good! Recent achievements for Graylog have been inclusion in the 2021 Deloitte Technology Fast 500™, we took home two of the most prestigious cybersecurity awards in SIEM and DevSecOps from Cyber Defence Magazine at RSA in 2023, and 2024 has seen us take home gold and become the Globee Winner for Security Information & Event Management and the 2024 Globee Winner for Threat Hunting, Detection, Intelligence, and Response.
Graylog has recently been named a “Leader” and “Fast Mover” in GigaOM’s 2024 Radar Report for SIEM.  
Who we’re looking for; Here at Graylog, we find ourselves in an exciting market during exciting times and as such we have the opportunity and need to recruit for a newly created role within the organisation as an AWS Alliance Manager.   As the AWS Alliance Manager, you will play a pivotal role in driving growth and expanding our footprint within the AWS ecosystem and you will be responsible for building and maintaining strategic relationships with AWS and its partner network to drive revenue, increase customer adoption, and strengthen our presence in the market. You will serve as a partner to bridge Graylog, AWS, and mutual customers, ensuring alignment on sales goals and joint initiatives. The AWS Alliance Manager will report directly to the Chief Sales Officer based in the US.  
Additional responsibilities will include but are not limited to; ;

Strategic Alliance Management:

• Develop and execute a comprehensive business plan to strengthen Graylog’s relationship with AWS, focusing on joint go-to-market strategies, sales enablement, and partner incentives.
• Act as the primary point of contact for AWS field teams, including Partner Development Managers (PDMs), Solutions Architects, and Account Executives.

Sales Enablement:

• Collaborate with AWS to identify and target high-value opportunities for joint customers.
• Deliver technical and sales enablement training to AWS teams and other partners to ensure a thorough understanding of Graylog’s TDIR platform.
• Assist AWS sales teams in positioning and co-selling Graylog’s solutions.

Revenue Generation:

• Drive incremental revenue by creating join opportunities, running co-selling campaigns, and leveraging AWS Marketplace to simplify procurement for customers.
• Achieve quarterly and annual sales targets by leveraging AWS’s customer base and programs like Well-Architected Reviews and Proof-of-concept funding.

Market Development:

• Support the launch of new solutions and integrations on AWS, working closely with marketing, product, and engineering teams.
• Advocate for customer needs and industry trends to influence Graylog’s AWS-related roadmap.
• Attend AWS events (e.g. Invent & Partner Summits) to increase visibility and present Graylog in key sessions.

Reporting & Insights:

• Provide regular updates to internal leadership on partnership activities, sales progress, and strategic initiatives with AWS.
• Track key performance indicators to evaluate partnership success, such as join pipeline creation, revenue growth and partner satisfaction.

A little bit about you;

• Extensive experience in partner sales, alliances, or business development roles in the cybersecurity industry.
• Thorough knowledge of AWS services, programs, and sales processes.
• Proven ability to manage and grow relationships with a global technology partner like AWS.
• Track record of achieving or exceeding revenue targets through partner ecosystems.
• Experience within Log Management, SIEM, API Security, cybersecurity, or cloud-based security solutions.
• Prior experience with AWS Marketplace, AWS Well-Architected Framework, and co-selling tools.
• Technical acumen and the ability to engage with both business and technical stakeholders.
• Excellent communication and presentation skills, with the ability to influence C-Level executives.
• Strategic thinking and the ability to navigate complex partner ecosystems.
• Results-driven mindset with a collaborative approach to teamwork.
• Willingness to travel as needed.

Just some of the reasons why to join Graylog;

• Opportunity to work with a globally distributed and diverse team
• Grow and develop professionally and personally in a fast-growing environment
• Choice of the latest equipment to help you succeed
• Monthly allowance to support your commute costs and support outfitting your work-from-home environment

Here at Graylog, you'll find a diverse group of experienced professionals who love to have fun while meeting the needs of our customers with the best solution and customer service available.
Our values;
Openness- As a global company, we encourage our people to bring their backgrounds, ideas, and perspectives to our collective work. We lead with integrity and are committed to doing what is best for the Graylog community.
Collaboration- Through mutual respect, trust, and candid communication across all teams, we deliver the best ideas and results.
Useful Innovation- We take calculated risks to find new ways to innovate. By continuously improving ourselves, processes, and technologies, we deliver the best solution for our customers.
Ownership- As owners, we take the initiative to solve internal and external problems while supporting peer success and holding ourselves accountable for delivering the best work. We do this from a place of high trust.
Do the Right Thing!- Comfort and safety come from knowing that everyone will do the right thing, even when nobody's looking.
For further information please submit an application and a member of the Graylog People Team will be in touch.