Strategic Partnerships Lead, Partner Core Customer Segments

Amazon • Boston, MA

14d

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.

Amazon Web Services (AWS) is the pioneer and recognized leader in cloud
computing. AWS customers transform and reinvent their businesses through the
cloud and the AWS Partner Network (APN) is helping to dramatically accelerate
that innovation, with more than 140k partners in more than 150 countries. More
than 90% of Fortune 100 companies and the majority of Fortune 500 companies
utilize AWS Partner solutions and services.

Would you like to identify and execute transformational partnerships that
accelerate AWS growth through the Small Business Acceleration Initiative (SBAI),
our Indirect Sales Motion? The APN Customer and Partner Engagements team is
seeking an experienced senior leader to serve as the Strategic Partnerships &
Pursuits Lead for SBAI. In this role, you will identify and execute high-impact
strategic partnerships that accelerate AWS growth through the SBAI motion,
focusing on transformational opportunities that expand our addressable market
and deepen partner engagement. You will lead complex, multi-stakeholder pursuits
that require executive engagement and cross-organizational orchestration focus
on scale the Small Business.

This ideal candidate is a strategic thinker and skilled negotiator, one who can
identify game-changing partnership opportunities and orchestrate complex deals
from conception through execution. You have relentlessly high standards and
obsess over creating win-win partnerships that deliver measurable value for AWS,
partners, and customers. You are equally comfortable presenting to C-suite
executives as you are diving deep into partnership economics and deal
structures. This role has a global responsibility, and you will influence and
collaborate with AWS senior leadership including SBAI program executives,
leaders across AWS Global Sales (AGS) and AWS Specialists and Partners (ASP), as
well as executives at strategic partner organizations, legal teams, and finance.
You are passionate about unlocking new growth vectors through strategic
partnerships, leveraging partner capabilities to expand market reach, and
creating innovative partnership models that differentiate AWS in the market.

Position available and relocation provided for candidates in Seattle, San
Francisco, Los Angeles, Chicago, Dallas, Austin, Atlanta, DC, New York, Boston

Requirements

• 8+ years of developing, negotiating and executing business agreements experience
• 8+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience developing strategies that influence leadership decisions at the organizational level
• Strong executive presence and gravitas, with proven ability to engage and influence C-suite executives internally and at partner companies
• Demonstrated track record of identifying, negotiating, and closing complex, high-value strategic partnerships

Nice To Haves

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• 10+ years in strategic partnerships, alliances, business development, or corporate development for a large technology firm
• Deep understanding of cloud-based technologies and partner ecosystems, particularly channel and alliance models
• Experience with AWS Partner Network (APN) programs or similar partner programs at enterprise scale
• Track record of successfully negotiating and closing strategic partnerships valued at $50M+ annually
• Experience with indirect selling models, channel strategies, and partner-led go-to-market approaches

Responsibilities

• Identify and prioritize high-impact strategic partnership opportunities that align with SBAI objectives and AWS growth priorities, focusing on transformational deals that expand addressable market and accelerate customer acquisition
• Lead end-to-end pursuit process for strategic partnerships, including opportunity assessment, business case development, executive engagement, negotiation, and deal closure
• Develop innovative partnership models and structures that create differentiated value for AWS and partners, including Strategic Collaboration Agreements (SCAs), co-innovation initiatives, and joint go-to-market programs
• Build and maintain executive relationships with C-suite leaders at strategic partner organizations, understanding their business priorities and identifying alignment opportunities with AWS objectives
• Orchestrate complex, multi-stakeholder pursuits requiring coordination across AWS organizations including AGS, ASP, AWS Marketplace, Legal, Finance, Marketing, and Product teams
• Create compelling business cases and executive presentations that articulate partnership value proposition, financial impact, and strategic rationale to secure internal approval and investment
• Drive partnership economics and deal structuring, working with finance and legal teams to develop agreements that balance risk, investment, and expected returns
• Establish partnership success metrics and governance frameworks, ensuring strategic partnerships deliver expected outcomes and value realization
• Lead strategic partner reviews with AWS senior leadership, providing visibility into partnership performance, challenges, and opportunities for optimization
• Identify emerging market trends and partnership opportunities that could expand SBAI motion into new customer segments, geographies, or solution areas
• Mentor and guide field teams on strategic partnership engagement, sharing best practices and lessons learned from complex pursuits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed