Senior Frontier AI Partner Development Manager, AMER Startup Partner Team

About the Role

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.

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. You will manage strategic relationships with our top start-up GenAI partners and drive C-level, Product Team, Marketing, Field and Channel relationships. By establishing and growing business and technical relationships, and driving partner plans with each assigned partner, you will be responsible for increasing top line revenue growth and overall market adoption of partner ISV solutions running on AWS.

Key Job Responsibilities

• 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.

Basic Qualifications

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of professional or military experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience managing programs across cross functional teams, building processes and coordinating release schedules

Preferred Qualifications

• Experience interpreting data and making business recommendations
• Experience in negotiating complex agreements with an understanding of legal terminology and reasoning
• Experience with business development, partnership management, or sourcing new business
• Experience in digital advertising, product marketing, consulting, business development, or other customer-facing role

Ideal Candidate Profile

Ideal candidates possess a technical background, have worked with multiple technologies, have worked directly with startups and/or Venture Capital (VC) firms, have driven successful go-to-market or technical partnerships, and are able to engage at the CxO level. Candidates also possess a business background in sales, business development, or partnerships and demonstrate the ability to interact effectively with our customers and AWS field sellers. You should have a demonstrated ability to think strategically about the AI business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Pay & Benefits

Base salary range: $162,700.00 - $220,200.00 USD annually (USA, CA, San Francisco). Final compensation will be determined based on factors including experience, qualifications, and location.

Compensation package includes: sign-on payments and restricted stock units (RSUs).

Benefits offered: 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 at https://amazon.jobs/en/benefits.

This response is AI-generated, for reference only.