Startups GTM Leader, Startup Partners Center of Excellence

Startups GTM Leader, Startup Partners Center of Excellence

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.

Do you want to shape how the world's most innovative startups go to market with AWS? Are you excited by the opportunity to work alongside top-tier venture capital firms, build GTM programs that turn high-potential portfolio companies into thriving AWS partners, and establish the mechanisms that help the next generation of enterprise software companies reach customers faster? If you thrive at the intersection of venture capital, cloud partnerships, and enterprise sales, and you want to build something new from the ground up with measurable impact on hundreds of startups, this role is for you.

We are seeking a Senior Partner Development Specialist for Startups. The role will own the delivery of go-to-market programs built from the AWS Partner Network (APN) that help VC-backed startups grow into future enterprises. In this role you will be a single-threaded owner to build and deliver GTM initiatives that help startups to move faster, get discovered more effectively, and win bigger by partnering with AWS.

You will manage a hybrid of activities across VCs, ISVs with venture funds, and consulting partners. You will run quarterly business reviews, partner enablement workshops, buyer matchmaking, tracking succes of startups moving into AWS Global Startup Program (GSP). You will work at the intersection of venture capital, cloud technology, and partner strategy to improve the selection, onboarding, and co-sell delivery for portfolios of high-potential startups.

This is a cross-functional coordination role, requiring a mix of strategy (thinking, influencing) and delivery (doing). You will operate across sales, business development, marketing, finance, legal, and partner management to build and execute GTM initiatives. You will design scalable mechanisms that enable AWS to serve as the preferred GTM partner for startups.

The ideal candidate has deep experience working with venture capital firms or owning GTM outcomes (co-sell, alliances) at startups, a track record of building strategic business development programs that deliver measurable revenue outcomes, and the ability to influence senior leaders across multiple organizations. They think at portfolio scale rather than individual transactions, communicate with equal effectiveness to investment partners, startup founders, and AWS executives, and bring an entrepreneurial orientation to building new functions from the ground up.

• Own the delivery of GTM programs with 3-5 VC and ISV partner companies, serving as the primary AWS Partner Network (APN) engagement point to design, build, and run GTM enablement.
• Drive AWS Marketplace revenue growth through structured partner onboarding pathways that startups from nomination through to co-sell program enrollment.
• Coordinate cross-functional GTM motions including enterprise buyer matchmaking events, partner enablement workshops, cohort-based education, and Marketplace acceleration for startups.
• Design and execute quarterly business reviews that synthesize GTM outcomes across dozens of portfolio companies into coherent narratives for investor partners and AWS leadership.
• Establish scalable playbooks,…