Principal Partner Manager

HubSpot

8d • Remote

About The Position

Our mission at HubSpot is to help millions of organizations grow better. As the AWS Co-Sell Alliance Manager, you will be pivotal in establishing and nurturing a strong co-sell motion as a part of HubSpot’s strategic partnership with Amazon Web Services (AWS). This is a key growth driver within our GTM organization, where you will collaborate with our sales teams, product marketing, partner operations, and AWS in this cross-functional role. Reporting to the Director, Technology Partnerships, you will oversee all AWS-related co-sell activities and have significant opportunities for leadership and executive visibility.

Requirements

• 6+ years of experience in business development, strategic alliances, or channel sales within a SaaS organization.
• 3+ years of direct experience co-selling with AWS in a SaaS environment, driving measurable revenue growth.
• Deep understanding of AWS go-to-market structure, field incentive programs, and partner ecosystems.
• Proven ability to build and manage complex relationships across business and technical teams.
• Strong communication and executive presentation skills with the ability to influence senior stakeholders.
• Demonstrated success in developing and executing partnership strategies that deliver joint business results.
• Strategic, analytical, and highly organized with a track record of managing multiple priorities.
• Self-motivated, resourceful, and comfortable working in a fast-paced, matrixed environment.

Nice To Haves

• Experience with AWS Marketplace listings and integrations.
• Familiarity with AWS competency programs and certification frameworks.
• Experience managing cross-functional teams on global go-to-market initiatives.
• Understanding of HubSpot’s platform and value proposition within the AWS ecosystem.

Responsibilities

• Develop and execute a comprehensive co-sell strategy that strengthens HubSpot’s partnership with AWS.
• Build and maintain relationships across AWS teams to foster collaboration and mutual success.
• Identify, pursue, and manage joint business opportunities that drive revenue and market expansion.
• Partner with HubSpot sales and AWS account teams to coordinate co-sell activities and pipeline development.
• Create joint go-to-market plans with AWS and HubSpot’s technology partners to deliver measurable outcomes.
• Lead participation in AWS partner programs and drive progress toward achieving key AWS competencies.
• Represent HubSpot as a thought leader within the AWS ecosystem through events, campaigns, and enablement initiatives.
• Deliver co-sell enablement content and training to internal and AWS field teams to strengthen technical and commercial alignment.
• Track and report on co-sell pipeline, revenue performance, and key partnership metrics.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees