Location: Remote (with required travel to Rochester, NY office twice per quarter for approximately one week each trip)
Reports to: VP of Channel Alliance
The AWS Funding Architect is a specialized operations role responsible for owning and executing all AWS funding programs across the sales organization. This person is the internal expert on AWS funding rules, eligibility, compliance, and execution—ensuring funding is maximized, accurately applied, and successfully collected. This is a highly detail-oriented, back-office role focused on operational excellence, not sales strategy or customer-facing consulting.
Key Responsibilities:
Funding Strategy & Design:
·Serve as the internal expert on all AWS funding programs, assessing opportunity eligibility, identifying compliance risks, and designing funding strategies that align with AWS program rules
·Analyze opportunity details to recommend appropriate funding programs and estimate potential funding amounts
·Partner closely with sales to ensure funding approaches are accurate, compliant, and optimized before submission
Salesforce & ACE Management:
·Ensure accurate opportunity staging, tagging, and data integrity in Salesforce for all funding-eligible opportunities
·Manage opportunity registration and funding alignment in AWS Partner Central and ACE
·Monitor and resolve discrepancies between Salesforce and AWS systems
Process Management & Compliance:
·Own the end-to-end funding request lifecycle, including documentation, submission, approvals, and audit readiness
·Enforce compliance with program-specific requirements such as MAP, MVA, WAFR, and OLA validation
·Track funding status and proactively communicate outcomes, blockers, and next steps
Finance Team Coordination:
·Partner with Finance on funding forecasting, collections, reconciliation, and revenue recognition
·Support month-end and quarter-end close with accurate funding reporting
Sales Team Support & Enablement:
·Provide hands-on guidance to sales teams on funding eligibility, rules, and processes
·Develop and maintain internal funding playbooks, checklists, and reference materials
·Act as the primary escalation point for funding-related questions
Reporting & Analytics:
·Report on funding pipeline, approvals, disbursements, and program utilization
·Analyze trends and KPIs to improve funding capture rates and operational efficiency
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
Compensation: $150K-$180K based on experience.
The salary range provided is a general guideline. When extending an offer, Innovative considers factors including, but not limited to, the responsibilities of the specific role, market conditions, geographic location, as well as the candidate’s professional experience, key skills, and education/training.
