AWS Program Manager

Location: Remote (with required travel to Rochester, NY office twice per quarter for approximately one week each trip) Reports to: VP of Channel Alliance As an AWS Program Manager, you will serve as the operational expert and tactical executor for all AWS funding programs across our sales organization. This is a specialized back-office operations role requiring mastery of AWS funding program rules, compliance requirements, and application processes. You will work hands-on with our sales teams to design funding strategies that maximize program benefits while ensuring strict adherence to AWS program guidelines and requirements. This role requires encyclopedic knowledge of AWS funding programs, including MAP (Migration Acceleration Program), IW (Incremental Workloads), MMP (Microsoft Modernization Program), VMP (VMware Modernization Program), GenAI, POC, OLA, WAFR, and other partner funding initiatives. You must know these programs "backwards and forwards" to quickly assess opportunity eligibility, identify potential compliance issues, and ensure seamless funding application, tracking, and collection processes. Who Thrives in This Role This role is ideal for detail-oriented operations professionals who excel at process management, compliance, and cross-functional coordination. Successful candidates typically come from backgrounds in: AWS partner operations or channel operations roles Sales operations or revenue operations with AWS ecosystem experience Back-office operations roles at AWS partners or cloud consulting firms Program management or compliance roles within technology partnerships Finance operations roles with AWS funding exposure Please note: This role focuses on operational execution and program compliance rather than strategic planning or customer-facing consulting. Candidates seeking strategic advisory roles or customer-facing positions may find this role too operationally focused for their career goals. Key Responsibilities: Funding Strategy & Design Act as the subject matter expert for all AWS funding programs, maintaining deep, current knowledge of program rules, eligibility requirements, documentation standards, and funding structures Evaluate sales opportunities to determine funding eligibility, identify risks or gaps, and recommend the most appropriate funding programs based on workload type, customer segment, ARR, and deal stage Partner tactically with sales teams during opportunity planning to design compliant funding strategies that maximize available funding while aligning with AWS program guidelines Proactively flag compliance concerns, stage misalignment, or documentation issues before submission to prevent funding rejections or delays Salesforce & ACE Management Own funding-related data integrity across Salesforce, ensuring opportunities are correctly staged, tagged, and documented prior to funding submission Manage opportunity registration, funding alignment, and status tracking within AWS Partner Central and ACE Monitor and reconcile discrepancies between Salesforce and AWS systems, ensuring accurate visibility into funding pipeline and approvals Process Management & Compliance Manage the full funding lifecycle from intake through submission, approval, audit readiness, and post-approval tracking Ensure compliance with program-specific requirements including MAP Scope Checklists, Modernization Viability Assessments (MVA), Well-Architected Framework Reviews (WAFR), and OLA enablement validation Maintain detailed documentation and records to support internal reporting, AWS audits, and program reviews Track funding status and communicate clearly with sales teams, finance, and AWS partner stakeholders regarding approvals, rejections, and additional requirements Finance Team Coordination Partner closely with Finance to support funding forecasting, collections, reconciliation, and revenue recognition activities Provide accurate and timely funding data to support month-end and quarter-end close processes Assist in resolving funding-related discrepancies to ensure approved funding is fully collected and properly accounted for Sales Team Support & Enablement Serve as the primary internal resource for sales teams on AWS funding programs, eligibility rules, and application processes Provide hands-on guidance during opportunity planning and customer discussions involving funding Develop and maintain internal enablement materials such as funding playbooks, checklists, and quick-reference guides Support onboarding and ongoing education for sales team members on funding processes and escalation paths Reporting & Analytics Produce regular reporting on funding pipeline, approval rates, disbursement status, and program utilization Track and analyze key performance indicators such as funding-to-ARR ratios, approval cycle times, and compliance rates Identify trends, risks, and opportunities to improve funding capture rates and operational efficiency Provide insights and recommendations to leadership based on funding performance data How You’ll Be Successful: You know AWS funding programs inside and out and apply the rules confidently and correctly You prevent funding rejections by catching compliance issues early Sales teams trust you as the funding expert who makes their lives easier Funding requests move quickly, cleanly, and accurately from submission to collection Salesforce data and AWS systems stay aligned and audit-ready You thrive working in the details, managing multiple requests without dropping the ball Requirements: Must have 3–5 years of experience in AWS partner operations, sales/revenue operations, or similar back-office roles Must have hands-on experience with AWS funding programs and compliance requirements Strong Salesforce experience; familiarity with AWS Partner Central and ACE Excellent attention to detail and process discipline Ability to manage complex workflows with multiple stakeholders Strong written and verbal communication skills Comfort working behind the scenes to enable sales success Comp: $160K-$200K, OTE $250K We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.