This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

As a Partner Development Manager at AWS, you will have the exciting opportunity to build mind share and adoption of the AWS cloud computing platform with innovative AI startups. Sales, Marketing and Global Services (SMGS)AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest-growing small- and mid-market accounts to enterprise-level customers.

Key job Responsibilities will include managing strategic relationships with our top start-up GenAI partners and driving C-level, Product Team, Marketing, Field and Channel relationships. By establishing and growing business and technical relationships, and driving partner plans with each assigned partner, you will be responsible for increasing top line revenue growth and overall market adoption of partner ISV solutions running on AWS. Ideal candidates possess a technical background, have worked with multiple technologies, have worked directly with startups and/or Venture Capital (VC) firms, have driven successful go-to-market or technical partnerships, and are able to engage at the CxO level.

Candidates also possess a business background in sales, business development, or partnerships and demonstrate the ability to interact effectively with our customers and AWS field sellers. You should have a demonstrated ability to think strategically about the AI business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Key job responsibilities

- Work with a new and/or existing startup partners to define and execute joint build, market, and sell partner plans, including technical sales and Go-to-Market (GTM) programs.

- Serve as a key member of the Partner and Business Development team, helping to deliver the overall startup partner strategy and value proposition.

- For assigned startup partners, engage the partner field sales organization, channel partners, and end customers to create and drive revenue opportunities for the startup and for AWS.

- Create a strategic partner development plan for targeted partners, ensuring that it aligns with overall AWS startup strategy and associated technical strategies. This includes developing detailed partner plans to manage and track the progress of each startup, defining shared goals, and tracking attainment against those goals.

- Set and manage revenue targets and work with the partners and AWS sales organizations to achieve/exceed goals.

- Manage and close a pipeline of relevant customer opportunities associated with assigned partners.

- Work with supporting AWS startup teams to execute the strategic business plan by engaging key internal stakeholders (e.g. solutions architects, service teams, marketing, PR, legal, GTM specialists, support, etc.).

- Work closely with target partners' customer base to ensure they are successfully adopting AWS services.

- Seek to establish AWS as the partners' preferred cloud computing platform across all product and service lines.

- Understand the technical requirements of our startup ISV partners and work closely with the internal development team to guide the direction of our product offerings and joint partner solutions.

- Work with CRM systems, data warehousing, generative AI, and other analytic tools to establish detailed metrics for tracking purposes.

- Prepare and give business quarterly business reviews to the senior management team, both internally and externally with partners.

- Manage complex contract negotiations and serve as a liaison to the legal group.

BASIC QUALIFICATIONS

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

- Experience interpreting data and making business recommendations

- 5+ years of business development, partnership management, or sourcing new business experience

- Bachelor's degree or equivalent

PREFERRED QUALIFICATIONS

- Experience identifying, negotiating, and executing complex legal agreements

- 6+ years of Go-To-Market, Business Development, Sales, or Consulting 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, CA, San Francisco - 162,700.00 - 220,200.00 USD annually

USA, CA, Santa Monica - 147,900.00 - 200,100.00 USD annually

USA, MA, - 147,900.00 - 200,100.00 USD annually

USA, NY, New York - 162,700.00 - 220,200.00 USD annually

USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually

USA, WA, SEATTLE - 147,900.00 - 200,100.00 USD annually