Partner Sales Manager, Startups

Trusted by more startups around the world AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the worlds largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups that have come before we help founders prove that their world-changing ideas are possible at any stage of growth or level of funding. This is why more startups and over 80% of unicorns build on AWS.

Would you like to be part of the AWS Startup team that is redefining the IT industry Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for world class candidates to help drive opportunities with partners (systems integrators and technology partners) in ANZ.
Do you have the business savy and industry expertise necessary to position AWS as the technology platform of the future

As a Partner Success Manager within Amazon Web Services (AWS) you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of Amazon Web Services Cloud Computing Platform covering a wide area of services from infrastructure to Artificial Intelligence IoT Machine Learning Big Data and analytics and Mobile services across AWSs Startup customers by leveraging partners to scale and accelerate our growth.

You will act as a vital interlock by pairing the AWS account management teams & their leadership with specialist partners in the AWS partner ecosystem to help solve our customers business challenges and achieve their unique growth goals. This requires an expert understanding of the Startup segment strategy and the ability to build an effective engagement plan. You will be responsible for top line revenue growth and overall customer adoption across the customer set.

The ideal candidate will possess a demonstrated ability to engage at the CxO level as well as up and down the technology and commercial organisational chart with enterprise customers and sales/field reps.

You will also demonstrate the capacity to think strategically about business product and technical challenges with the ability to build and convey compelling value propositions.

Key job responsibilities
- Understand the various go to market programs within the consulting and technology Partner Community in a local market a deep understanding of the partner capabilities and solutions that are uniquely capable of delivering products and solutions that will delight customers.
- Advise customers and commercial sales teams on the value of partners engagement and recommend qualified partners to support customer needs.
- Expand existing AWS footprint as well as drive new customer engagements with partners to grow overall revenue with a focus on business outcomes.
- Become a trusted member of the sales team to own deal execution with partners leveraging Partner programs and coaching partners on best practices.
- Work closely with Partner Solution Architects (PSA) to ensure partners deliver quality results and work with Partner Development Managers (PDM) on engaging their partners with the right customers within the local market.
- Continually identify research understand translate and educate your stakeholders on benefits value and capabilities of relevant partners.

Amazon 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.


A day in the life
The startup organization at AWS comprises of experts that are passionate about startups. They engage with founders venture capitalists angel investors and work with technical product and go-to-market teams at some of the most exciting companies on the planet. Our Startup Partner Sales team is where the magic happens. This high-performing team drives global initiatives that aid in supporting entrepreneurs and startups across their entire journey. For Partner Sales professionals who like to invent theres no better place to build than on the AWS Startup team.

A day in the life of an Partner Sales Manager starts with weekly sales meetings with key Partners to review overall execution top deals status pipeline and launch attainment vs pre-defined goals during territory planning. Followed by internal sales meetings with Account Managers and Sales Managers to align partner strategy and goals. Weekly PSM meetings to share and learn regional best practices. Measure progress and attainment fail fast to correct strategies build as you go invent and simplify.


About the team
Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

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 theres nothing we cant achieve in the cloud.

Inclusive Team Culture
Here at AWS its 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 and Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.


- 7 years experience in sales or business development in the software/technology industry
- Experience building deep and trusted relationships with interdependent stakeholders and decision makers - including direct and channel marketing solution architect teams product management and account management teams.
- Experience working with partners through account management product management program management and business development engagements.
- Experience engaging and influencing snr executives or founders on the buying decision process
- Exceptional communications skills with the ability to navigate effectively across internal and external organizations and stakeholders.


- Prior experience working with Systems Integrators Consulting companies and Independent Software Vendors (ISVs) to achieve sales.
- Prior direct sales experience is preferred with a track record of meeting and exceeding quota / KPIs
- Experience working within the startup industry having Cloud SaaS platform experience is highly desired.
- Effective business and strategic planning for Go-To-Market and cross functional engagement

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
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 for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.