Senior Partner Development Manager, AWS

Guru Technologies

18h•$150,800 - $204,000•Hybrid

About The Position

Guru is seeking a Senior Partner Development Manager, AWS to own the company's AWS co-sell and marketplace motion end-to-end. This role will report to the Director of Partner Development and collaborate with Sales and Customer Success to leverage the AWS relationship as a growth engine. The position is crucial for enabling enterprise buyers who prefer to procure through AWS and require partners with deep knowledge of AWS co-sell and marketplace mechanics. The role involves registering deals, structuring private offers, and ensuring the AWS relationship contributes to renewals and expansions. Additionally, the Senior Partner Development Manager will develop enablement programs for the AE and CSE teams to scale AWS co-sell motions.

Requirements

5+ years in partnerships, alliances, or business development at a B2B software company
In-house AWS experience (Partner Development Manager, Partner Solutions Architect, or ISV/Partner Sales) with hands-on knowledge of ACE, Marketplace, ISV Accelerate, and partner competencies, OR startup-side experience building or scaling an AWS co-sell and marketplace motion from the ground up, from Partner Central and Marketplace listing through ACE activation and competency attainment
A track record of turning a partnership into measurable pipeline and revenue, not just relationship-building
Strong written and verbal communication skills and organizational rigor
Comfort operating with both technical stakeholders (Solutions Architects, engineering) and commercial ones (account managers, sales leadership)

Nice To Haves

Familiarity with AWS Bedrock or other AI/ML infrastructure, and how AI workloads factor into AWS's partner incentives
Experience with a partner relationship management (PRM) tool and Salesforce-to-ACE integrations
Existing relationships within AWS's ISV or partner organization
Experience in knowledge management, enterprise search, or an adjacent B2B SaaS category

Responsibilities

Manage Guru's day-to-day relationship with AWS Partner Development Managers and account teams, representing Guru in co-sell, ACE, and Marketplace conversations.
Own deal registration and pipeline through AWS ACE, ensuring Guru's book of business is discoverable and meets AWS activity thresholds.
Build and run enablement for Guru's AE and CSE teams on AWS co-sell mechanics, including deal registration timing, ACE ask types, private offer structuring, and credit sizing.
Lead Guru's pursuit of AWS partner competencies and cohorts, coordinating the necessary case studies and technical reviews.
Identify and close AWS Marketplace private offers and co-sell opportunities across Guru's existing customer base and net-new pipeline.
Partner with Sales and Customer Success to utilize AWS credits and Marketplace mechanics as levers in renewals and expansions.
Track and report on registered opportunities, credit utilization, and partner-influenced revenue.