Strategic Partnerships Lead, Partner Core Customer Segments
Amazon, Chicago, Illinois, United States, 60290
Description
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.
Amazon Web Services (AWS) is the pioneer and recognized leader in cloud computing. AWS customers transform and reinvent their businesses through the cloud and the AWS Partner Network (APN) is helping to dramatically accelerate that innovation, with more than 140k partners in more than 150 countries. More than 90% of Fortune 100 companies and the majority of Fortune 500 companies utilize AWS Partner solutions and services.
Would you like to identify and execute transformational partnerships that accelerate AWS growth through the Small Business Acceleration Initiative (SBAI), our Indirect Sales Motion? The APN Customer and Partner Engagements team is seeking an experienced senior leader to serve as the Strategic Partnerships & Pursuits Lead for SBAI. In this role, you will identify and execute high-impact strategic partnerships that accelerate AWS growth through the SBAI motion, focusing on transformational opportunities that expand our addressable market and deepen partner engagement. You will lead complex, multi-stakeholder pursuits that require executive engagement and cross-organizational orchestration focus on scale the Small Business.
This ideal candidate is a strategic thinker and skilled negotiator, one who can identify game-changing partnership opportunities and orchestrate complex deals from conception through execution. You have relentlessly high standards and obsess over creating win-win partnerships that deliver measurable value for AWS, partners, and customers. You are equally comfortable presenting to C-suite executives as you are diving deep into partnership economics and deal structures. This role has a global responsibility, and you will influence and collaborate with AWS senior leadership including SBAI program executives, leaders across AWS Global Sales (AGS) and AWS Specialists and Partners (ASP), as well as executives at strategic partner organizations, legal teams, and finance. You are passionate about unlocking new growth vectors through strategic partnerships, leveraging partner capabilities to expand market reach, and creating innovative partnership models that differentiate AWS in the market.
Position available and relocation provided for candidates in Seattle, San Francisco, Los Angeles, Chicago, Dallas, Austin, Atlanta, DC, New York, Boston
Key job responsibilities
Identify and prioritize high-impact strategic partnership opportunities that align with SBAI objectives and AWS growth priorities, focusing on transformational deals that expand addressable market and accelerate customer acquisition
Lead end-to-end pursuit process for strategic partnerships, including opportunity assessment, business case development, executive engagement, negotiation, and deal closure
Develop innovative partnership models and structures that create differentiated value for AWS and partners, including Strategic Collaboration Agreements (SCAs), co-innovation initiatives, and joint go-to-market programs
Build and maintain executive relationships with C-suite leaders at strategic partner organizations, understanding their business priorities and identifying alignment opportunities with AWS objectives
Orchestrate complex, multi-stakeholder pursuits requiring coordination across AWS organizations including AGS, ASP, AWS Marketplace, Legal, Finance, Marketing, and Product teams
Create compelling business cases and executive presentations that articulate partnership value proposition, financial impact, and strategic rationale to secure internal approval and investment
Drive partnership economics and deal structuring, working with finance and legal teams to develop agreements that balance risk, investment, and expected returns
Establish partnership success metrics and governance frameworks, ensuring strategic partnerships deliver expected outcomes and value realization
Lead strategic partner reviews with AWS senior leadership, providing visibility into partnership performance, challenges, and opportunities for optimization
Identify emerging market trends and partnership opportunities that could expand SBAI motion into new customer segments, geographies, or solution areas
Mentor and guide field teams on strategic partnership engagement, sharing best practices and lessons learned from complex pursuits
About the team 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 AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do. 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. Qualifications
Basic Qualifications
8+ years of developing, negotiating and executing business agreements experience
8+ years of Go-To-Market, Business Development, Sales, or Consulting experience
Experience developing strategies that influence leadership decisions at the organizational level
Strong executive presence and gravitas, with proven ability to engage and influence C-suite executives internally and at partner companies
Demonstrated track record of identifying, negotiating, and closing complex, high-value strategic partnerships
Experience leading multi-stakeholder pursuits requiring cross-organizational coordination and executive alignment
Deep understanding of partnership economics, deal structures, and contract negotiations
Proven ability to think strategically while executing tactically in ambiguous, fast-paced environments
Excellent written and oral communication skills with ability to create compelling executive-level presentations
Strong analytical and financial modeling skills
Preferred Qualifications Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
10+ years in strategic partnerships, alliances, business development, or corporate development for a large technology firm
Deep understanding of cloud-based technologies and partner ecosystems, particularly channel and alliance models
Experience with AWS Partner Network (APN) programs or similar partner programs at enterprise scale
Track record of successfully negotiating and closing strategic partnerships valued at $50M+ annually
Experience with indirect selling models, channel strategies, and partner-led go-to-market approaches
Proven track record of influencing senior executives and driving organizational change without direct authority
MBA or equivalent advanced degree from top-tier institution preferred
Experience in management consulting or corporate strategy roles
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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 inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner. The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits . USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually USA, CA, Santa Clara - 193,700.00 - 262,000.00 USD annually USA, GA, Atlanta - 176,100.00 - 238,200.00 USD annually USA, IL, Chicago - 176,100.00 - 238,200.00 USD annually USA, MA, Boston - 176,100.00 - 238,200.00 USD annually USA, NY, New York - 193,700.00 - 262,000.00 USD annually USA, TX, Dallas - 176,100.00 - 238,200.00 USD annually USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually
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Identify and prioritize high-impact strategic partnership opportunities that align with SBAI objectives and AWS growth priorities, focusing on transformational deals that expand addressable market and accelerate customer acquisition
Lead end-to-end pursuit process for strategic partnerships, including opportunity assessment, business case development, executive engagement, negotiation, and deal closure
Develop innovative partnership models and structures that create differentiated value for AWS and partners, including Strategic Collaboration Agreements (SCAs), co-innovation initiatives, and joint go-to-market programs
Build and maintain executive relationships with C-suite leaders at strategic partner organizations, understanding their business priorities and identifying alignment opportunities with AWS objectives
Orchestrate complex, multi-stakeholder pursuits requiring coordination across AWS organizations including AGS, ASP, AWS Marketplace, Legal, Finance, Marketing, and Product teams
Create compelling business cases and executive presentations that articulate partnership value proposition, financial impact, and strategic rationale to secure internal approval and investment
Drive partnership economics and deal structuring, working with finance and legal teams to develop agreements that balance risk, investment, and expected returns
Establish partnership success metrics and governance frameworks, ensuring strategic partnerships deliver expected outcomes and value realization
Lead strategic partner reviews with AWS senior leadership, providing visibility into partnership performance, challenges, and opportunities for optimization
Identify emerging market trends and partnership opportunities that could expand SBAI motion into new customer segments, geographies, or solution areas
Mentor and guide field teams on strategic partnership engagement, sharing best practices and lessons learned from complex pursuits
About the team 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 AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do. 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. Qualifications
Basic Qualifications
8+ years of developing, negotiating and executing business agreements experience
8+ years of Go-To-Market, Business Development, Sales, or Consulting experience
Experience developing strategies that influence leadership decisions at the organizational level
Strong executive presence and gravitas, with proven ability to engage and influence C-suite executives internally and at partner companies
Demonstrated track record of identifying, negotiating, and closing complex, high-value strategic partnerships
Experience leading multi-stakeholder pursuits requiring cross-organizational coordination and executive alignment
Deep understanding of partnership economics, deal structures, and contract negotiations
Proven ability to think strategically while executing tactically in ambiguous, fast-paced environments
Excellent written and oral communication skills with ability to create compelling executive-level presentations
Strong analytical and financial modeling skills
Preferred Qualifications Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
10+ years in strategic partnerships, alliances, business development, or corporate development for a large technology firm
Deep understanding of cloud-based technologies and partner ecosystems, particularly channel and alliance models
Experience with AWS Partner Network (APN) programs or similar partner programs at enterprise scale
Track record of successfully negotiating and closing strategic partnerships valued at $50M+ annually
Experience with indirect selling models, channel strategies, and partner-led go-to-market approaches
Proven track record of influencing senior executives and driving organizational change without direct authority
MBA or equivalent advanced degree from top-tier institution preferred
Experience in management consulting or corporate strategy roles
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. 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 inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner. The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits . USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually USA, CA, Santa Clara - 193,700.00 - 262,000.00 USD annually USA, GA, Atlanta - 176,100.00 - 238,200.00 USD annually USA, IL, Chicago - 176,100.00 - 238,200.00 USD annually USA, MA, Boston - 176,100.00 - 238,200.00 USD annually USA, NY, New York - 193,700.00 - 262,000.00 USD annually USA, TX, Dallas - 176,100.00 - 238,200.00 USD annually USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually
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