Job Summary: Partner Development Manager (GenAI Startups)

The Opportunity

Join the AWS Specialist and Partner Organization (ASP) as we redefine the IT landscape through cloud innovation. We are looking for a world-class Partner Development Manager to champion our mission of helping Generative AI startups scale. In this role, you will be the bridge between cutting-edge AI innovators and the AWS ecosystem, driving a paradigm shift in how startups leverage cloud computing to solve complex global challenges.

Key Job Responsibilities

Work with a 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.
For assigned startup partners, 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, etc.).
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.

Basic Qualifications

5+ years of developing, negotiating and executing business agreements experience
5+ years of professional or military experience
Bachelor’s degree
Experience developing strategies that influence leadership decisions at the organizational level
Experience managing programs across cross functional teams, building processes and coordinating release schedules

Preferred Qualifications

Experience interpreting data and making business recommendations
Experience in negotiating complex agreements with an understanding of legal terminology and reasoning
Experience with business development, partnership management, or sourcing new business
Experience in digital advertising, product marketing, consulting, business development, or other customer-facing role

About the Role

As a pivotal member of the Sales, Marketing, and Global Services (SMGS) team, you will manage strategic relationships with top-tier GenAI partners and their executive leadership. You will combine your technical acumen with business development expertise to create compelling value propositions that increase market adoption of ISV solutions. By working closely with Venture Capital firms and startup founders, you will drive top-line revenue growth and ensure AWS remains the preferred platform for the next generation of AI technology.

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