In this role, you'll be part of a team responsible for managing AWS' strategic relationships with a leading AI model provider. You'll build relationships with the partner's executives and its product, marketing, sales, and channel teams. You'll own the joint business plan and set the direction for how AWS and the partner win together. You'll drive revenue growth and customer adoption of the partner's models on AWS, and help get competitive deals over the line. This is a global role covering customers and markets across every region.
You bring a partner management background that lets you build trusted relationships at the executive level, and a sales background that makes you effective with enterprise customers and AWS field teams. You think strategically about business, product, and technical challenges, and you can turn them into clear value propositions and plans people act on. You understand generative AI, frontier models, and how enterprises adopt them. You use data and AI tools to track the business, spot trends early, and keep leaders informed.
Key job responsibilities
- Manage a strategic global model provider partnership across Amazon Bedrock and AWS Marketplace, defining and executing joint partner plans, co-sell motions, and GTM programs.
- Own the partner development plan, including consumption, exit run rate, Marketplace revenue, and pipeline targets, aligned with AWS Generative AI strategy.
- Engage the partner's field sales and channel teams to create, accelerate, and close joint revenue opportunities on AWS.
- Own the deal escalation mechanism: remove blockers across sales, legal, finance, and funding teams, and report trends to leadership.
- Navigate AWS funding and incentive programs for competitive deals and advocate for mechanisms that scale.
- Lead internal stakeholders (solutions architects, service teams, marketing, legal) to execute the joint business plan and build field enablement.
- Build metrics and dashboards to track spend, attainment, and pipeline. Strong requirement and demonstrated experience using AI tools to automate reporting and analysis.
- Write and present business reviews for AWS and partner senior leadership.
- Manage complex contract negotiations and serve as liaison to AWS strategic deal, legal, and finance teams.
A day in the life
Your day centers on one of AWS's most strategic AI partnerships. Mornings might start with a call with the partner's sales leaders to review deals in flight, then a quick huddle with solutions architects on a customer who needs help getting to production. By afternoon, you could be getting a stalled deal moving again by bringing in finance and legal, or using AI tools to turn raw spend data into a dashboard leaders actually read. Some days you'll write the briefing for an executive meeting. On others, you'll help shape how AWS works with AI companies for years to come.
About the team
We're a small, close-knit team that manages AWS partnerships. Our mission is to make AWS the best place for customers to build with AI. You'll work side by side with partner managers, solutions architects, sales teams, and finance and legal partners, and also directly with the partner's own sales and leadership teams. Our customers are businesses of every size that want to use AI models securely and at scale. We clear the way for them by removing roadblocks, speeding up deals, and building programs that make adoption easier. The pace is fast, and we're still writing the playbook.
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
BASIC QUALIFICATIONS
- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
PREFERRED QUALIFICATIONS
- Experience selling to Fortune 1000 or Global 2000 organizations
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually
USA, CA, Santa Clara - 193,700.00 - 262,000.00 USD annually
USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, TX, Austin - 176,100.00 - 238,200.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually
