Startups GTM Leader, Startup Partners Center of Excellence

About the role

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.

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

• 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.

What you bring

• 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

Nice to have

• 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

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
• USA, WA, Seattle - 147,900.00 - 200,100.00 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.

Do you want to shape how the world's most innovative startups go to market with AWS?

We are seeking a Senior Partner Development Specialist for 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.