Senior Frontier AI Partner Development Manager, AMER Startup Partner Team

Description

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 leading the next paradigm shift in computing and is looking for world‑class candidates to develop relationships and manage the success of partnerships with our Independent Software Vendors (ISVs), focusing on Startup Generative Artificial Intelligence partners.

• Work with new and/or existing startup partners to define and execute joint build, market, and sell partner plans, including technical sales and Go‑to‑Market (GTM) programs.
• Serve as a key member of the Partner and Business Development team, helping to deliver the overall startup partner strategy and value proposition.
• Engage the partner field sales organization, channel partners, and end customers to create and drive revenue opportunities for the startup and for AWS.
• Create a strategic partner development plan for targeted partners, ensuring that it aligns with overall AWS startup strategy and associated technical strategies. This includes developing detailed partner plans to manage and track the progress of each startup, defining shared goals, and tracking attainment against those 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 partners.
• Work with supporting AWS startup teams to execute the strategic business plan by engaging key internal stakeholders (e.g., solutions architects, service teams, marketing, PR, legal, GTM specialists, support).
• Work closely with target partners’ customer base to ensure they are successfully adopting AWS services.
• Seek to establish AWS as the partners’ preferred cloud computing platform across all product and service lines.
• Understand the technical requirements of our startup ISV partners 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, generative AI, and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business quarterly business reviews to the senior management team, both internally and externally with partners.
• Manage complex contract negotiations and serve as a liaison to the legal group.

• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience.
• Experience interpreting data and making business recommendations.
• 5+ years of business development, partnership management, or sourcing new business experience.
• Bachelor’s degree or equivalent.

• 6+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience.
• Experience identifying, negotiating, and executing complex legal agreements.

Benefits include health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and optional supplemental life plans), employee assistance program, mental health support, medical advice line, flexible spending accounts, adoption and surrogacy reimbursement coverage, 401(k) matching, paid time off, and parental leave. Compensation includes a base salary, sign‑on payments, and restricted stock units (RSUs). Final compensation is determined by experience, qualifications, and location.

Amazon is an equal‑opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.