Startup Partner Development Manager, Global Startup Team

Amazon • Seattle, WA

12h • Onsite

About The Position

Amazon Web Services (AWS) is seeking a world-class candidate to develop relationships and manage the success of Independent Software Vendors (ISV) providers, specifically focusing on Start-up Infrastructure (Networking, Storage, Database) partners. This role offers the opportunity to build mind share and drive adoption of the AWS cloud computing platform within the Start-up/VC community. Responsibilities include managing strategic relationships with Start-up Infrastructure partners, driving C-level, Product Team, Marketing, Field, and Channel relationships, and increasing top-line revenue growth and market adoption of ISV solutions on AWS. The ideal candidate will have an Infrastructure background, experience working with Start-ups & Venture Capitalist (VC) firms, and a sales background to interact effectively with customers and AWS sales/field representatives. A strategic mindset regarding Infrastructure business, product, and technical challenges, the ability to convey compelling value propositions, strong technical acumen, and extensive knowledge of the Start-up & VC landscape are essential.

Requirements

• 3+ years of business development, partnership management, or sourcing new business experience
• 3+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• Bachelor's degree or equivalent
• Experience using data and metrics to determine and drive improvements

Nice To Haves

• Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
• Experience in Go-To-Market, Business Development, Sales, or Consulting

Responsibilities

• Work with a select group of new and existing Startup Infrastructure partners to define and execute joint sales and Go-to-Market (GTM) programs.
• Serve as a key member of the Partner and Business Development teams in helping to deliver the overall Infrastructure Start-up partner strategy and value proposition.
• Engage assigned Infrastructure partners field sales organizations, channels and end customers to create and drive revenue opportunities for AWS.
• Create a strategic partner development plan for target Infrastructure partners and customers, and ensure it's in line with the overall AWS Start-up strategy. This includes developing detailed account plans to manage and track the progress of each partner organization and achievement against partner 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 Infrastructure partners.
• Work with the Start-up team to execute the strategic business plan by engaging key internal stakeholders (e.g. solutions architects, services teams, marketing, PR, legal, support, etc.).
• Work closely with Infrastructure partners’ customer base to ensure they are successful using AWS services.
• Establish AWS as the Infrastructure partners’ preferred cloud computing platform across all product and service lines.
• Understand the technical requirements of our Start-up Infrastructure solution providers 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 and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business quarterly business reviews to the senior management team.
• Manage complex contract negotiations and serve as a liaison to the legal group.

Benefits

• health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage)
• 401(k) matching
• paid time off
• parental leave
• sign-on payments
• restricted stock units (RSUs)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level