Senior Manager, Startup Scale Programs , AWS Startup Team

Overview

Amazon Web Services (AWS) is seeking an exceptional Senior Manager, Tech BD to lead and influence strategic scale programs that drive startup customer acquisition and optimize investment allocation across AWS's portfolio of growth initiatives. This role will focus on expanding program reach, onboarding new customers, and ensuring optimal budget deployment to maximize business impact. As a senior business leader, you will lead strategy and influence execution across cross‑functional teams spanning engineering, operations, program management, and product – with a focus on business strategy, financial management, ecosystem partnerships, and technical execution.

You'll work collaboratively with Startup Sales, Startup Investor Managers, and AWS Service teams to drive alignment and results. This role requires exceptional business acumen, deep understanding of the startup and venture capital ecosystem, strong financial management capabilities, and proven ability to influence and align executive stakeholders across AWS and the broader startup community.

• Lead strategy and influence execution to drive significant growth in customer acquisition
• Partner with cross‑functional teams to optimize investment allocation and maximize business impact
• Influence allocation frameworks that balance growth objectives, risk management, and long‑term customer value
• Collaborate with Finance to model program economics, forecast budget utilization, and demonstrate business impact

• Build and maintain deep relationships with top‑tier venture capital firms, accelerators, and startup ecosystem players
• Identify emerging trends in the startup landscape and influence AWS programs to capture high‑potential opportunities
• Leverage ecosystem insights to inform program design and investment decisions

• Influence and align senior leadership across AWS on program strategy, investment priorities, and business outcomes
• Build consensus among diverse stakeholders including Business Development, Sales, Marketing, Product, and Finance
• Present business cases, investment recommendations, and program performance to VP and SVP‑level audiences

• Lead financial strategy and influence budget management with rigorous discipline and clear ROI frameworks
• Partner with teams to implement mechanisms that track and optimize key financial metrics including conversion rates and revenue impact
• Balance short‑term growth with long‑term business value and sustainable unit economics

• Set strategic direction and influence cross‑functional teams to execute on shared goals
• Partner with engineering, operations, program, and product leaders to drive operational excellence
• Foster a culture of customer obsession, data‑driven decision making, and bias for action across teams
• Mentor and develop talent across the organization through influence and coaching

• 10+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience
• 5+ years of driving growth through and with cross‑functional teams including inside sales, technical, marketing, segmentation, legal (contracts) experience
• Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
• Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
• Experience collaborating with cross‑functional teams including Marketing, Product Management, Customer Service, Operations, Legal, Finance, and Senior Leadership
• Experience in financial modeling, P&L management or analysis
• Bachelor's degree in Finance, Economics, Statistics, Business, or a related field
• Deep understanding of the startup ecosystem, venture capital landscape, and startup growth dynamics

• MBA
• Experience delivering results for large, cross‑functional initiatives/projects, or experience in solving complex business challenges by delivering accurate and timely financial models, analysis, and…