Strategic Partnerships Lead, Partner Core Customer Segments (AWS)
Amazon, Arlington, Virginia, United States, 22201
Strategic Partnerships Lead, Partner Core Customer Segments
Job ID: 3182852 | Amazon Web Services, Inc.
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.
AWS is a leader in cloud computing with the AWS Partner Network (APN). The SBAI motion focuses on identifying and executing transformational partnerships to accelerate AWS growth through the Small Business Acceleration Initiative (SBAI).
Role focus:
Identify and execute high-impact strategic partnerships that expand addressable market, deepen partner engagement, and accelerate customer acquisition. Lead complex, multi-stakeholder pursuits requiring executive engagement and cross-organizational orchestration.
This role has a global scope and involves collaboration 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 will pursue partnership models that differentiate AWS in the market and unlock new growth vectors through strategic collaborations.
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
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 to ensure value realization
Lead strategic partner reviews with AWS senior leadership, providing visibility into partnership performance 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
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
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
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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, 401(k) matching, paid time off, and parental leave. Learn more about our benefits in the benefits section.
Share this job Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need workplace accommodations during the application and hiring process, please visit the accommodations page for more information.
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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.
AWS is a leader in cloud computing with the AWS Partner Network (APN). The SBAI motion focuses on identifying and executing transformational partnerships to accelerate AWS growth through the Small Business Acceleration Initiative (SBAI).
Role focus:
Identify and execute high-impact strategic partnerships that expand addressable market, deepen partner engagement, and accelerate customer acquisition. Lead complex, multi-stakeholder pursuits requiring executive engagement and cross-organizational orchestration.
This role has a global scope and involves collaboration 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 will pursue partnership models that differentiate AWS in the market and unlock new growth vectors through strategic collaborations.
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
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 to ensure value realization
Lead strategic partner reviews with AWS senior leadership, providing visibility into partnership performance 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
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
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
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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, 401(k) matching, paid time off, and parental leave. Learn more about our benefits in the benefits section.
Share this job Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need workplace accommodations during the application and hiring process, please visit the accommodations page for more information.
#J-18808-Ljbffr