Description

Would you like to build strategy, go-to-market programs, and establish new GTM channels that help startup tech partners to grow their business with AWS? As Startup Partner Development Specialist, you will have the opportunity to work with the most innovative startup tech partners on the planet. We need an experienced subject matter expert in industry, venture capital, and startup business development to build agreements with 3p enterprise tech partners that establish new GTM channels for startup partners to optimize their tech stacks, grow awareness and demand generation among their target customers, and grow topline revenue. You will establish strategic GTM models for AWS to bring to Investor (VC) and Private/Growth Equity firms that manage portfolios of startup partners through pooled enablement, GTM funding, and pursuit of strategic workloads. You will create new programs, mechanisms, and enablement for startup partners to grow in partnership with AWS. You will act as a single threaded leader for building our next generation of partner enablement that makes AWS the world's best partner business for startups.

The ideal candidate has a proven track record of influencing senior business and technical leaders in this domain, delivering growth-oriented results in a business development or channel role, a business background that enables them to interact effectively at the C-level. They think strategically, communicate persuasively, and create compelling value propositions for partners. They have a passion for emerging technologies and the ambition to shape the future to benefit partners. They need to have familiarity with the startup and investor community, understanding the pace and objectives for early stage companies to grow their business through go-to-market activities with AWS. Above all, they have an entrepreneurial ("go getter") mindset to deliver results for your partners and AWS.

Key job responsibilities

• Work with multiple sales and technical teams within both AWS and startup partners to define and execute joint technology, marketing and sales initiatives.

• Serve as a key member of the Tech Partner Center of Excellence team in helping to define and deliver the overall go-to-market strategy.

• Engage partner’s field sales organizations, channels and end customers to create and drive enablement and opportunities for AWS.

• Ensure that there is a strategic business plan for target markets, products and ensure it's in line with the AWS and the partners strategic direction.

• Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).

• Ensure that AWS sales field and partner business managers work closely with each partner’s customer base to maximize success using our web services.

• Ensure that AWS is the preferred public cloud computing platform across all partner product lines for startup partners.

• Understand the technical requirements of startup partners and work closely with the internal AWS development teams to guide the direction of our product offerings.

• Prepare and give business reviews to the senior management team.

About the team

About the team

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

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 identifying, negotiating, and executing complex legal agreements

• 5+ years of responding to requests for proposals (e.g., determining requirements, matching requirements to technical approach and solutions, developing solutions against requirements) experience

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.