Manager, GenAI Startup Partner Team, AMER Startup Partner Team

Amazon•Seattle, WA

About The Position

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 is leading the next paradigm shift in computing and is looking for world class candidates to help shape and deliver our partner programs within our AWS Partner Network. AWS Partners include the largest consulting partners, systems integrators, MSPs, technology partners, ISVs, and distributors that are using AWS as their cloud delivery platform. Our AMER GenAI Startup team supports the most innovative GenAI startups on the planet—Series A+ funded companies defining the future of artificial intelligence. This team is responsible for helping startups build, market and sell with AWS, enabling these cutting-edge technology partners to scale their solutions and drive transformative customer outcomes across industries. You will join as the Manager of this GenAI Startup team, leading a group of Partner Development Managers (PDMs) who each support approximately 15 GenAI startups across AMER. You will work cross-functionally with AWS teams to accelerate GenAI adoption, scale partner engagement through both Sales-Led Growth (SLG) and Product-Led Growth (PLG) motions, and deliver exceptional customer results. You will define team strategy, grow the team to support the most promising GenAI startups, and work with field teams to deliver exceptional partner and customer experiences through coordinated engagement strategies and shared pipeline visibility. You will be responsible for raising the performance bar and driving innovation in partner engagement. You will need to be hands-on and ensure we are executing the right strategy in the most efficient way. The right candidate will define and execute the functional strategy while leveraging the Global Startup Program and partner network assets to maximize partner success and scale. You will define and deploy best practices for GenAI partner engagement across both SLG and PLG motions, and deploy AI automation tools, agentic solutions, systems, and technologies with full metric tracking and reporting capabilities. The ideal candidate will have strong business acumen, leadership experience, and a deep understanding of the GenAI ecosystem and startup business models. Qualified candidates will have a proven track record of successfully guiding teams to over-achievement in fast-paced, high-growth environments. This role requires the ability to operate effectively through constant ambiguity—priorities shift rapidly, strategies evolve daily, and the GenAI landscape changes constantly. To exceed goals, the ideal candidate will display a diverse set of skills including program management best practices, AI automation, productivity tools, processes, synchronization with marketing and sales automation platforms, and advanced analytics.

Requirements

Bachelor's degree or equivalent
5+ years of managing and developing teams experience
Experience building and effectively executing a strategy from the ground up, including designing roadmaps to drive incremental progress towards long-term vision and goals
7+ years of experience in business development, partner management, or technology sales
Experience working with technology startups or in the startup ecosystem

Nice To Haves

Experience reaching and exceeding sales revenue goals
Knowledge of AWS services, market segments, customer base and industry verticals
Experience managing executive customer relationships and key business stakeholders
MBA or advanced degree in a relevant field
3+ years of experience in artificial intelligence, machine learning, or GenAI industry
Experience managing partner programs in cloud computing, SaaS, or enterprise technology
Experience working with both Sales-Led Growth (SLG) and Product-Led Growth (PLG) business models
Experience implementing data-driven approaches to partner management with demonstrated results

Responsibilities

Design and deliver the GenAI Startup team's vision, executing via a long-term strategic roadmap focused on scaling partner engagement, driving GenAI adoption, and maximizing partner-influenced revenue
Lead a team of Partner Development Managers who each support approximately 15 GenAI startups, ensuring availability of suitably skilled resources and optimal coverage across the AMER startup portfolio
Achieve team goals for Partner Attached LARR, PO Create Qual+ ARR, Partner Attributed Revenue, Marketplace TCV, and customer wins; identify root causes of operational issues and drive continuous improvement
Build strong partnerships across internal and external stakeholders to drive roadmap evolution, program innovation, and coordinated engagement strategies
Anticipate market shifts and identify emerging opportunities in the rapidly evolving GenAI landscape, developing innovative strategies that position the team for exponential growth and long-term impact
Provide AWS management with analytics and metrics-based reporting on partner performance, pipeline health, program impact, and team productivity
Lead and manage the team, creating a working environment that attracts and fosters team members of the highest caliber through effective coaching, development, and career path expansion