Senior Manager, Startup Scale Programs , AWS Startup Team
Amazon, Seattle, Washington, us, 98127
Senior Manager, Startup Scale Programs , AWS Startup Team
Job ID: 3183916 | Amazon Web Services, Inc.
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.
Key Job Responsibilities
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
Startup & VC Ecosystem Leadership
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
Executive Alignment & Stakeholder Management
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
Financial Management & Optimization
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
Cross‑Functional Leadership & Influence
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
Basic Qualifications
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
Preferred Qualifications
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 recommendations that have a proven impact on business (e.g., financial savings, operational improvements, or customer benefits)
3+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience
Experience with cloud services
Direct experience in venture capital, private equity, or startup operations (founder, early employee, or investor)
Strong network within the venture capital and startup communities
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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, WA, Seattle - 193,700.00 - 262,000.00 USD annually
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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.
Key Job Responsibilities
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
Startup & VC Ecosystem Leadership
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
Executive Alignment & Stakeholder Management
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
Financial Management & Optimization
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
Cross‑Functional Leadership & Influence
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
Basic Qualifications
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
Preferred Qualifications
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 recommendations that have a proven impact on business (e.g., financial savings, operational improvements, or customer benefits)
3+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience
Experience with cloud services
Direct experience in venture capital, private equity, or startup operations (founder, early employee, or investor)
Strong network within the venture capital and startup communities
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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, WA, Seattle - 193,700.00 - 262,000.00 USD annually
#J-18808-Ljbffr