Strategic Partnerships Lead, Partner Core Customer Segments
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Job Location:
Seattle, OR - USA
Monthly Salary:
Not Disclosed
Posted on:
Yesterday
Vacancies:
1 Vacancy
Job Summary
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 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
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.
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
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.
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.
- 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
- 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 Companys 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 for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.
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 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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
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.
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
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.
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.
- 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
- 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 Companys 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 for more information. If the country/region youre applying in isnt 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 CA San Francisco - 193700.00 - 262000.00 USD annually
USA CA Santa Clara - 193700.00 - 262000.00 USD annually
USA GA Atlanta - 176100.00 - 238200.00 USD annually
USA IL Chicago - 176100.00 - 238200.00 USD annually
USA MA Boston - 176100.00 - 238200.00 USD annually
USA NY New York - 193700.00 - 262000.00 USD annually
USA TX Dallas - 176100.00 - 238200.00 USD annually
USA VA Arlington - 176100.00 - 238200.00 USD annually
USA WA Seattle - 176100.00 - 238200.00 USD annually
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