Senior Frontier AI Partner Development Manager, AMER Startup Partner Team

About the role

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred 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.

What you will do

• 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.

What you bring

• 6+ years of developing, negotiating and executing business agreements experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience presenting to both technical and non-technical executive audiences

Nice to have

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• Experience using analytical tools for workforce metrics and reporting

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

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

Pay and benefits

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.

About the company

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.

Would you like to be part of a team that is redefining the IT industry?

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.

Equal opportunity and notices

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.