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.
Do you want to shape how the world's most innovative startups go to market with AWS? Are you excited by the opportunity to work alongside top-tier venture capital firms, build GTM programs that turn high-potential portfolio companies into thriving AWS partners, and establish the mechanisms that help the next generation of enterprise software companies reach customers faster? If you thrive at the intersection of venture capital, cloud partnerships, and enterprise sales, and you want to build something new from the ground up with measurable impact on hundreds of startups, this role is for you.
We are seeking a Senior Partner Development Specialist for Startups. The role will own the delivery of go-to-market programs built from the AWS Partner Network (APN) that help VC-backed startups grow into future enterprises. In this role you will be a single-threaded owner to build and deliver GTM initiatives that help startups to move faster, get discovered more effectively, and win bigger by partnering with AWS. You will manage a hybrid of activities across VCs, ISVs with venture funds, and consulting partners. You will run quarterly business reviews, partner enablement workshops, buyer matchmaking, tracking succes of startups moving into AWS Global Startup Program (GSP). You will work at the intersection of venture capital, cloud technology, and partner strategy to improve the selection, onboarding, and co-sell delivery for portfolios of high-potential startups.
This is a cross-functional coordination role, requiring a mix of strategy (thinking, influencing) and delivery (doing). You will operate across sales, business development, marketing, finance, legal, and partner management to build and execute GTM initiatives. You will design scalable mechanisms that enable AWS to serve as the preferred GTM partner for startups.
The ideal candidate has deep experience working with venture capital firms or owning GTM outcomes (co-sell, alliances) at startups, a track record of building strategic business development programs that deliver measurable revenue outcomes, and the ability to influence senior leaders across multiple organizations. They think at portfolio scale rather than individual transactions, communicate with equal effectiveness to investment partners, startup founders, and AWS executives, and bring an entrepreneurial orientation to building new functions from the ground up.
Key job responsibilities
- Own the delivery of GTM programs with 3-5 VC and ISV partner companies, serving as the primary AWS Partner Network (APN) engagement point to design, build, and run GTM enablement.
- Drive AWS Marketplace revenue growth through structured partner onboarding pathways that startups from nomination through to co-sell program enrollment.
- Coordinate cross-functional GTM motions including enterprise buyer matchmaking events, partner enablement workshops, cohort-based education, and Marketplace acceleration for startups.
- Design and execute quarterly business reviews that synthesize GTM outcomes across dozens of portfolio companies into coherent narratives for investor partners and AWS leadership.
- Establish scalable playbooks, governance frameworks, and reporting mechanisms that enable the function to expand impact for the business.
- Prepare and deliver business reviews to senior leadership, translating portfolio-level performance data into strategic recommendations on resource allocation, program investment, and competitive positioning.
About the team
This position is part of the AWS Specialist and Partner Organization (ASP). The Startup Partners Center of Excellence (CoE) team within ASP builds new go-to-market models to help early stage and high potential startups to grow their business with AWS. The team operates at the portfolio layer, working across partner management segments and geographies to detect patterns, risks, and opportunities that support growth worldwide for the startup partner segment.
BASIC QUALIFICATIONS
- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- Experience presenting to both technical and non-technical executive audiences
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Experience developing, leading, negotiating and executing corporate and/or business transactions
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
PREFERRED QUALIFICATIONS
- Master's degree in management, business administration, economics, engineering, marketing
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience selling enterprise software or cloud-based applications
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
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
