Senior GenAI Partner Development Manager, Global Startup Team

Partner Development Manager

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

• 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.

About the Team

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.

Why AWS?

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Inclusive Team Culture AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do. Mentorship & Career Growth 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.

Basic Qualifications

Preferred Qualifications

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