Platform GTM Leader, Startup Partners Center of Excellence
About the role
This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-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.
Responsibilities
- Own the delivery of go-to-market programs with 3-5 named institutional investors (venture capital and growth equity firms), serving as the primary AWS engagement point for investor platform and operator teams.
- 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.
- Manage startup intake and prioritization through structured qualification, routing high-potential nominations into appropriate partner development coverage.
- Design and execute quarterly portfolio business reviews that synthesize GTM outcomes across dozens of portfolio companies into coherent narratives for investor partners and AWS leadership.
Requirements
The ideal candidate has deep experience working with venture capital firms and startup ecosystems, 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.
Qualifications
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- Experience developing, negotiating and executing business agreements
- Experience building cross-functional partnerships and influencing stakeholders across the organization to act without having a direct reporting relationship
Skills
Knowledge of software as a service or other cloud-based technologies
Benefits
Amazon 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.
Pay
Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers sign-on payments and restricted stock units (RSUs).
Schedule
Work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies.