A Fractional Alliances Leader from Grnmrk is embedded in your business — in your Slack, in your leadership meetings, on your board deck — owning the AWS relationship the way a VP of Alliances would. Not a consultant who hands you a strategy and disappears. An operator who executes it.
This is for companies where the AWS partnership has grown to the point where it needs dedicated senior ownership, but a $200K+ full-time alliances hire isn't the right move yet.
Custom scope · Priced between managed services and a full-time hire · Starts with a free scoping call
A Fractional Alliances Leader doesn't assist your AWS program. They run it — with the same accountability as a full-time executive hire.
Priced based on hours per week and program complexity. Typically falls between managed services ($8,500/mo) and a full-time VP of Alliances ($180–220K/yr).
Starts with a free 30-min scoping call.
Sets the annual AWS partnership strategy — tier targets, program investments, Marketplace roadmap, co-sell priority accounts — and presents it to your leadership team and board. Not an input into your strategy. The owner of it.
Owns the PDM relationship directly — not as a point of contact, but as the accountable owner. Builds and maintains relationships with field AEs, PSMs, and specialty org reps in your target territories. You stop having to wonder if 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. Your AEs know exactly how to involve AWS in a deal.
Oversees the full AWS funding calendar — MAP, MDF, ISV Accelerate, POC credits, SCA — ensuring nothing goes unclaimed and every eligible deal is submitted correctly. The operational layer runs underneath them via the Grnmrk managed services infrastructure.
Leads Marketplace GTM strategy, private offer program, CPPO channel motion, and partner revenue campaigns — turning the AWS relationship into a measurable pipeline source, not just a program membership.
Delivers monthly and quarterly AWS program reports to leadership — pipeline attribution, funding captured, tier status, and program ROI — formatted for executive and board audiences. Answers the "what are we actually getting from this AWS partnership?" question with data.
Both get you senior alliances leadership. Here's what's different.
When to make the full-time hire instead
A Fractional Alliances Leader is the right model when you need senior AWS leadership but aren't ready to commit to a full-time hire. When your AWS program reaches the scale where you need someone in-seat five days a week — managing a team, leading cross-functional initiatives, owning board-level relationships — a full-time VP of Alliances is the right answer. We'll tell you when you've reached that point. We're not in the business of staying past our welcome.
30 minutes. We'll assess your current AWS program maturity, define what senior alliances leadership would change, and tell you whether a fractional engagement is the right fit for where you are.