Startup Senior Partner Sales Manager, France, Startup Partner Sales

Are you passionate about startups and the Partner ecosystem that powers them Were looking for a driven Partner Sales Manager to join our Startup Partner Sales team covering France out of Paris.

In this role youll work at the intersection of AWSs most innovative Technology Partners ISVs SaaS companies resellers and systems integrators and the fast-growing startup customers they serve. Unlike a traditional alliance role this is deeply embedded in the startup ecosystem: youll engage with the communities accelerators and venture-backed companies that are shaping the future of technology.

Youll build and execute Partner go-to-market strategies that drive AWS adoption among startups develop joint value propositions with Partners and grow a healthy pipeline through co-sell motions. Frances startup scene is one of the most dynamic in Europe and youll be at the center of it.

This role is ideal for someone who thrives in fast-paced environments is comfortable navigating ambiguity and has a genuine curiosity for emerging technologies and disruptive business models. If you understand both the Partner landscape and the startup mindset we want to talk to you.

Key job responsibilities
Drive joint Partner-to-startup co-sell engagements by connecting AWS Technology Partners (ISVs SaaS platforms resellers) with Startup Account teams to generate qualified pipeline and close deals.

Build and execute a quarterly go-to-market plan with priority Partners ensuring alignment with startup customer needs and AWS revenue goals.

Develop deep relationships with Partner field sales and executive leadership positioning AWS as their preferred cloud platform for startup customers.

Identify and activate reseller Partners in the French startup ecosystem a segment where reseller motions are more prominent than in other customer segments.

Engage with local startup communities accelerators VCs and tech hubs across France to surface new partnership and co-sell opportunities.

Collaborate with AWS Startup Business Development Solutions Architects and Partner Solution Architects to deliver joint technical and commercial value propositions.

Own and report on pipeline metrics co-sell revenue targets and Partner engagement KPIs through structured business reviews.

Support contract negotiations and commercial constructs (e.g. partner private pricing funding programs) by liaising with internal stakeholders.



A day in the life
Your morning might start with a call alongside a Partners sales team pitching a joint solution to a Series B startup in Station F. By midday youre reviewing pipeline with your top reseller Partners in Paris ensuring upcoming deals are the afternoon you join a startup accelerator demo day to spot emerging co-sell opportunities. You end the day prepping a business review for your leadership highlighting how a new ISV partnership drove 30% of quarterly pipeline. Every day is different but every day is about connecting the dots between Partners and startups.

About the team
The Startup Partner Sales team is a tight-knit group within AWS that sits at the crossroads of two of the most dynamic ecosystems: Partners and Startups. We work with the leading-edge and most innovative Technology Partners from fast-growing ISVs to specialist resellers helping them co-sell into the startup segment. Our team covers EMEA and we operate with a startup mindset ourselves: we move fast experiment and obsess over results. If youre energized by new technology enjoy building from scratch and want a front-row seat to innovation youll feel at home here.

- 5 years of experience in partner sales business development channel management or alliance management
- Experience working in or with the technology startup ecosystem (e.g. as a vendor Partner or in a startup-focused role)
- Experience building and executing go-to-market plans with technology partners that resulted in measurable pipeline or revenue growth
- Demonstrated track record of meeting or exceeding revenue targets
- Fluent in English and French (native or near-native French proficiency)

- Experience working in or selling to startups or scaleups in France
- Relationships or active involvement in French startup communities accelerators or VC ecosystems
- Experience managing reseller or distribution partnerships (not just direct SI/ISV alliances)
- Familiarity with cloud computing and IaaS/PaaS platforms
- Experience with Partner-led sales motions (e.g. co-sell referral programs marketplace)
- MBA or advanced degree in business technology or related field

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