Have you spent your career building strategic relationships at a consulting firm - managing alliance partnerships, driving innovation programs, or connecting your firm's capabilities to emerging technology companies? Are you ready to flip the script and use that expertise to help the world's most innovative startups access the consulting ecosystem?
This role sits at the intersection of strategy consulting and startup innovation. You will be the connective tissue between AWS-backed startups and the Professional Services ecosystem - consulting firms, system integrators, corporate venture arms, and advisory practices - helping startups land their first enterprise engagements and helping consulting partners access cutting-edge technology.
Why This Role Is Built for Consulting Alumni
If you have done any of the following, this role leverages your exact experience:
• Managed strategic alliances at a consulting firm (e.g., technology partnerships, hyperscaler relationships, startup scouting programs)
• Led business development for a practice area, connecting your firm to new technology vendors or startup ecosystems
• Worked in strategy consulting (MBB, Big 4 Strategy, boutique) and developed deep expertise in go-to-market, ecosystem strategy, or platform plays
• Built or ran an innovation/ventures program at a professional services firm - connecting startups to enterprise clients through your firm's network
• Operated in a BD or partnerships role at a SI, BCAP, or GSI - and understand how consulting firms evaluate, partner with, and adopt new technology
Key job responsibilities
As a Senior Portfolio Growth Manager, you will build the bridge between high-potential startups and the consulting/professional services ecosystem. Specifically:
Strategic Partnership Development
• Own and grow relationships with consulting firms (GSIs, BCAPs, boutique advisory), corporate venture capital arms, and system integrators - becoming their go-to contact for startup innovation on AWS
• Design and execute partnership frameworks that create mutual value: startups get distribution and credibility; consulting partners get differentiated capabilities and innovation positioning
Startup-to-Consulting Ecosystem Matchmaking
• Identify which startups in the AWS portfolio are "consulting-ready" - those whose solutions can be embedded in consulting engagements, sold through SI channels, or co-developed with advisory practices
• Facilitate introductions, co-build opportunities, and joint go-to-market motions between startups and professional services partners
• Help startups navigate the complex procurement and partnership processes at large consulting organizations
Ecosystem Strategy & Market Intelligence
• Map the professional services landscape - who's investing in what, which practices are growing, where innovation gaps exist - and position AWS startups to fill them
• Create business reviews on ecosystem opportunities, partner health, and pipeline development
• Act as subject matter expert on how consulting firms adopt and integrate emerging technology
Cross-Functional Coordination
• Coordinate with AWS Partner Network (APN), Global System Integrators, and key ISVs to align startup positioning with broader partner strategies
• Work with regulatory bodies and industry standards organizations where relevant to startup market entry
• Collaborate with corporate venture capital teams to identify co-investment and co-development opportunities
About the team
Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all. We give founders everywhere access to the same technology that powers the world's largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups, the AWS Startups team helps founders prove that their world-changing ideas are possible - at any stage of growth and any level of funding. This is why more startups, and over 80% of unicorns, choose to build on AWS.
BASIC QUALIFICATIONS
- Bachelor's degree, or 5+ years of developing, negotiating and executing business agreements experience
- Knowledge of cloud computing technologies
- • 5+ years of professional experience in one or more of the following:
- - Strategy consulting (e.g., McKinsey, BCG, Bain, Deloitte S&O, Accenture Strategy, EY-Parthenon, Kearney)
- - Alliance/partnership management at a consulting firm, SI, or professional services organization
- - Business development or ecosystem roles connecting technology companies to consulting/SI channels
- • Demonstrated experience working with Professional Services organizations - including consulting partners, BCAPs, and/or system integrators
- • Executive-level network within the professional services or consulting industry
PREFERRED QUALIFICATIONS
- MBA
- • Direct experience managing a hyperscaler alliance (AWS, Azure, GCP) from the consulting/SI side
- • Track record of building startup partnership programs or innovation ecosystems at a professional services firm
- • Experience with corporate venture capital processes and investment thesis evaluation
- • Background in a regulated industry vertical (Financial Services, Healthcare, Public Sector) where consulting and startups intersect
- • Understanding of the AWS Partner Network, ISV ecosystem, and startup go-to-market motions
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, NY, New York - 162,700.00 - 220,200.00 USD annually
