Strategic Partnerships Lead, Partner Core Customer Segments; AWS

Strategic Partnerships Lead, Partner Core Customer Segments

Job  | Amazon Web Services, Inc.

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.

AWS is a leader in cloud computing with the AWS Partner Network (APN). The SBAI motion focuses on identifying and executing transformational partnerships to accelerate AWS growth through the Small Business Acceleration Initiative (SBAI).

Role focus: Identify and execute high-impact strategic partnerships that expand addressable market, deepen partner engagement, and accelerate customer acquisition. Lead complex, multi-stakeholder pursuits requiring executive engagement and cross-organizational orchestration.

This role has a global scope and involves collaboration 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 will pursue partnership models that differentiate AWS in the market and unlock new growth vectors through strategic collaborations.

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

• 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
• 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 to ensure value realization
• Lead strategic partner reviews with AWS senior leadership, providing visibility into partnership performance 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

• 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

• 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…