Senior Frontier AI Partner Development Manager, AMER Startup Partner Team

• 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. Diverse Experiences

AWS 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. 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 & 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. 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.