Senior Partner Manager, AWS
About the role
Accountabilities
Own the AWS co-sell target and develop the strategy, operating plan, and activities required to achieve it.
Build and maintain senior relationships across AWS enterprise field and specialist organizations, including account managers, solutions architects, partner managers, industry teams, and GenAI specialists.
Develop relationships with enterprise accounts, initially prioritizing healthcare and financial services opportunities.
Source, register, manage, and advance joint opportunities through AWS ACE, maintaining accurate pipeline attribution and hygiene.
Drive AWS Marketplace adoption for aligned opportunities, including listings, private offers, and channel partner private offers.
Bring AWS into sales cycles as a strategic closing resource, leveraging funding, credits, solutions architecture expertise, and executive engagement.
Partner with product and engineering teams to co-build integrations across AWS services and translate partner and customer feedback into actionable product priorities.
Lead joint go-to-market initiatives, including campaigns, webinars, events, and roadshows, while managing applicable market development funds.
Enable internal sellers on how to engage AWS effectively and educate AWS teams on positioning, use cases, and areas where the platform can deliver value.
Build the healthcare and financial services partner motion through joint use cases, reference architectures, messaging, and target-account strategies.
Manage a portfolio of additional strategic partnerships outside AWS and identify opportunities for growth.
Track and communicate partnership performance, including pipeline, influenced revenue, Marketplace transactions, and other relevant metrics.
Collaborate cross-functionally with sales, product, engineering, marketing, legal, and finance teams to execute partnership initiatives without relying on direct authority.
Use AI tools to accelerate research, account planning, content creation, analysis, reporting, and other partnership workflows.
Substantial hands-on experience managing an AWS partnership within a technology company.
Deep understanding of AWS co-sell programs, ACE, AWS Marketplace, partner competencies, program mechanics, and the AWS field organization.
Demonstrated history of carrying and achieving a revenue target, whether through co-sell, partner-influenced revenue, or direct quota ownership.
Experience selling to or through enterprise organizations and managing complex enterprise relationships.
Healthcare or financial services industry experience is strongly preferred.
Demonstrated ability to build a partnership motion from the ground up rather than simply operating an established program.
Experience working in a startup or similarly fast-paced, resource-constrained environment, with the ability to operate independently and create structure where needed.
Entrepreneurial approach with strong initiative, commercial judgment, and the ability to identify and execute new opportunities.
Technical fluency sufficient to engage credibly in architecture discussions with AWS Solutions Architects and translate technical concepts into business and sales value.
Strong written and verbal communication skills, including executive-level presence with internal and external stakeholders.
Proven ability to drive cross-functional initiatives through product, engineering, sales, marketing, legal, and finance teams without direct reporting authority.
AI-first working style, with demonstrated use of AI tools to improve research, account planning, content, analysis, and productivity.
Familiarity with Salesforce, AWS Partner Central, and AWS Marketplace operations is preferred.
Experience working with global or regional systems integrators on joint delivery is a plus.
Experience with AI, speech recognition, voice agents, or related technologies is advantageous.
Experience at AWS or another hyperscaler, or ownership of an additional hyperscaler alliance, is a plus.
Seattle location is a preferred qualification.
Compensation: $175,000–$215,000 OTE with a 70/30 base-to-variable compensation split.
Equity: Equity participation is offered.
Work arrangement: Fully remote within the United States.
Strategic scope: Opportunity to own and expand a major hyperscaler partnership with significant enterprise growth potential.
Cross-functional exposure: Direct collaboration with sales, product, engineering, marketing, legal, finance, and senior partner stakeholders.
Growth environment: Opportunity to build new partnership motions, develop vertical strategies, and expand a broader strategic partner portfolio.
AI-first culture: Daily use of AI tools is encouraged as part of research, planning, analysis, content creation, and operational workflows.
Industry exposure: Opportunity to develop enterprise partnerships across healthcare, financial services, AI, and cloud technology.
Requirements
Benefits