AWS Corporate Strategy & Business Development - North America Emerging Companies, Supplier & Vendor Portfolio

AWS is seeking a Corporate Strategy and Business Development leader to join our team with a focus on AWSI Deep Engagements across our North America emerging company customers within Amazon's Supplier & Vendor portfolio. This role will drive holistic strategies across Amazon's business with high-potential emerging partners and suppliers, working at the intersection of AWS and broader Amazon. This is a unique opportunity to join a centralized corporate team that manages strategic partnerships across all of Amazon with an AWS lens. The companies we work with are among Amazon's most promising emerging suppliers and vendors, and this role will help them drive technology transformation via AWS tools, technology, and partners.

AWS and Amazon are on the forefront of the AI revolution with partners and the companies building the future of supply chain, commerce, and vendor innovation. We are seeking a person who can continuously (and effectively) walk the line between thought leader and executor, every day. The person will be responsible for assessing inbound requests, independently managing opportunities end-to-end (commonly the most complex challenges in never-been-done-before deals), and seeing complex and high-impact partnerships through to completion. An in-depth knowledge of how emerging companies operate within Amazon's Supplier & Vendor ecosystem, how they engage across Amazon, and what Amazon's strategy is (or could be) with these types of companies is important.

The person will need a strong commercial aptitude and be able to quickly identify best-in-class partnerships that are valuable and high-impact for Amazon, Amazon Web Services (AWS), and our customers. You'll also manage executive relationships and negotiate partnership deals that are unconventional, need a centralized advocate, and/or have broader implications to AWS and other Amazon business units that are not immediately obvious. This includes non-standard deal construction, complex accounting procedures, and deal negotiations that require creative problem-solving and deep commercial expertise.

This role will interact closely with internal AWS and Amazon leaders from various disciplines, requiring confidence and credibility when engaging with the most senior leadership at both AWS and Amazon. This key role will be highly visible at senior levels of the organization and work on some of our most vexing challenges. You will need to work collaboratively with internal management teams to understand relative advantages and risks, if/when major features should be included to existing roadmaps, consolidation, and adoption. You'll at times need to be comfortable moving forward without a clear path, almost always with high degrees of ambiguity.

Communication & Writing

This role demands exceptional written and oral communication skills. You will regularly author strategy documents, build executive-level presentations, and communicate complex partnership narratives to senior leaders. Effective communication (written and verbal) at the executive level is not a nice-to-have; it is core to the role.

Travel & Availability

This role requires willingness to travel within North America, sometimes with little notice. While travel may reach 75% during peak deal cycles, the typical expectation is approximately 25%, depending on engagement cadence. While we strive for a healthy work-life balance, the highly visible nature of this role and the types of deals we work on mean it is not unusual to work well outside of normal hours, including weekends.

The Ideal Candidate

We are seeking an analytical, technical, and strategic thinker who is passionate and relentless. The ideal candidate enjoys solving complex problems where there is no clearly defined path to success, and isn't frustrated by a lack of clarity when defining how to execute. This individual must be able to work effectively with cross-functional teams and thrives in a fast-paced setting that is constantly evolving and isn't dissuaded when they hear "no" or frustrated by shifting priorities. Experience working with emerging and high-growth companies, particularly within supplier, vendor, or marketplace ecosystems, is highly valued. Finally, as our deals are atypical, we require a leader who is comfortable defining goals that align to the right business outcomes, and is exceptionally comfortable driving the right outcomes with little guidance.

Key job responsibilities

Identify, evaluate, and manage strategic partnership opportunities with North America emerging companies across Amazon's Supplier & Vendor portfolio, driving technology transformation through AWS tools, technology, and partners.

Independently manage complex, end-to-end deal cycles including non-standard deal construction, creative accounting procedures, and unconventional partnership structures with no established playbook.

Engage with senior leadership at AWS and Amazon, presenting partnership strategies spanning multiple business units including ASCS, Amazon Ads, and Amazon Stores.

Negotiate high-impact partnership agreements requiring a centralized advocate, including co-selling and co-innovation opportunities with suppliers and vendors to Amazon.

Author strategy documents, executive-level presentations, and written narratives articulating complex partnership opportunities, risks, and recommendations.

Assess inbound requests from emerging suppliers and vendors, prioritize by strategic value and multi-BU potential, and determine engagement models across lead sharing, co-selling, and co-innovation.

Collaborate cross-functionally across AWS and Amazon to evaluate advantages, risks, roadmap implications, and adoption strategies.

Travel within North America (typically 25%, up to 75% during peak periods), sometimes with limited notice.

Navigate ambiguity with evolving priorities and first-of-their-kind deal structures involving high-growth emerging companies.

A day in the life

A day in the life involves navigating complex, multi-stakeholder relationships across AWS and Amazon. You'll engage directly with C-suite executives at some of AWS' largest customers, aligning their technology transformation goals with AWS capabilities. Internally, you'll collaborate with account teams, service teams, and Amazon business leaders to build holistic strategies that unlock value across the entire Amazon relationship. No two days look alike, you may be negotiating a non-standard deal structure in the morning and authoring an executive strategy document by afternoon.

About the team

Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the 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 professional or military experience

- 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience

- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience

- Bachelor's degree

- Experience developing strategies that influence leadership decisions at the organizational level

PREFERRED QUALIFICATIONS

- MBA

- Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner

- Experience selling to Fortune 1000 or Global 2000 organizations

- 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience

- 7+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience

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, GA, Atlanta - 176,100.00 - 238,200.00 USD annually

USA, NY, New York - 193,700.00 - 262,000.00 USD annually

USA, VA, Herndon - 176,100.00 - 238,200.00 USD annually

USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually