A Fractional Alliances Leader from Grnmrk is embedded in your business: in your Slack, in your leadership meetings, on your board deck. They own the AWS relationship the way a VP of Alliances would. Not a consultant who hands off a deck. An operator who executes.
This engagement is for companies where the AWS partnership has grown past the point where it runs itself, but a $200K full-time alliances hire is not the right move yet.
Custom scope · Priced between managed services and a full-time hire · Starts with a free scoping callA Fractional Alliances Leader does not assist your AWS program. They run it, with the same accountability as a full-time executive hire.
Priced by hours per week and program complexity. Typically falls between managed services and a full-time VP of Alliances ($180 to 220K/yr). Scope confirmed after a free 30-minute scoping call.
Sets the annual AWS partnership strategy: tier targets, program investments, Marketplace roadmap, co-sell priority accounts. Presents it to leadership and the board. Not an input into strategy. The owner of it.
Owns the PDM relationship directly as the accountable owner, not just a point of contact. Builds relationships with field AEs, PSMs, and specialty org reps in your target territories. You stop wondering whether AWS knows who you are.
Leads co-sell motion design and execution: ACE pipeline standards, opportunity qualification, AE enablement, and field alignment. Accountable to co-sell pipeline targets, not just activity metrics.
Oversees the full AWS funding calendar: MAP, MDF, SaaS Co-sell Benefit, POC credits, SCA. Nothing goes unclaimed. Every eligible deal is submitted correctly. The Grnmrk managed services infrastructure runs the operational layer underneath.
Leads Marketplace GTM strategy, private offer program, CPPO channel motion, and partner revenue campaigns, turning the AWS relationship into a measurable pipeline source.
Delivers monthly and quarterly AWS program reports to leadership: pipeline attribution, funding captured, tier status, and program ROI. Answers the "what are we getting from this AWS partnership?" question with data.
Both get you senior alliances leadership. Here is what is different.
A Fractional Alliances Leader is right when you need senior AWS leadership but are not ready to commit to a full-time hire. When your program reaches the scale where someone needs to be in seat five days a week, managing a team and owning board-level relationships, a full-time VP of Alliances is the answer. We will tell you when you have reached that point.
30 minutes. We will assess your current AWS program maturity, define what senior alliances leadership would change, and tell you whether a fractional engagement is the right fit.