Senior Frontier AI Partner Development Manager, AMER Startup Partner Team

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? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world-class candidates to develop relationships and manage the success of partnerships with our Independent Software Vendors (ISVs), with a focus on our Startup Generative Artificial Intelligence partners. 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.

Sales, Marketing and Global Services (SMGS)

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest-growing small- and mid-market accounts to enterprise-level customers.

Key job Responsibilities will include managing strategic relationships with our top start-up GenAI partners and driving 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.

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.

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 s