Senior SMB Partnerships Lead — Scalable Growth

Amazon; Chicago (IL); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Shipping is building a high-growth logistics business within Amazon, seeking entrepreneurial Business Development leaders to acquire SMB customers at scale through strategic partnerships and channel programs.

As a Sr. Business Developer on the Unmanaged/SMB team, you will own the partnership strategy, identify, negotiate, and launch partnerships, and drive SMB acquisition at scale with programmatic motions across partner ecosystems.

Qualifications

• Bachelor’s degree required.
• 5 years of professional or military experience.
• Experience structuring deals with technology platforms or channel partners.
• Strong verbal and written communication skills with the ability to influence cross-functional stakeholders.
• 5 years of business development, partnerships, or channel sales experience with a track record of negotiating and executing partnership agreements.

Responsibilities

• Own the partnership pipeline — determine which partners service our target SMB customers, build relationships across that ecosystem, and negotiate and close deals that embed Amazon Shipping into their platforms and workflows, feeding merchants at scale into our self-service shipping experience.
• Accelerate top-of-funnel growth — design and launch co-marketing programs, API integrations, and referral motions with partners that drive measurable SMB registration starts, conversion, and first shipment.
• Build mind share at scale — develop the Amazon Shipping brand presence across the SMB ecosystem through partner channels, industry events, content partnerships, and community programs that position Amazon Shipping as the obvious choice for growing merchants.
• Drive programmatic acquisition — move beyond 1:1 selling by building scalable partner-led acquisition channels that bring cohorts of hundreds or thousands of SMBs onto the platform simultaneously.
• Work backwards from partner and merchant needs — earn trust by diving deep into partner economics, integration requirements, and SMB pain points to design win-win structures that drive mutual growth.
• Serve as the voice of the partner ecosystem — translate partner feedback, integration friction, and merchant onboarding signals into clear inputs for Product, Tech, and Operations to improve the self-service experience and partner API capabilities.
• Define and own growth metrics — set partnership OKRs (new partner launches, partner-sourced registrations, conversion rates, time-to-first-shipment), track progress rigorously, and iterate deal structures to maximize ROI.
• Think big and innovate — identify emerging platform ecosystems, vertical SaaS partners, and non-obvious channels that unlock new SMB segments for Amazon Shipping.

Skills

Partnerships experience

Negotiation

Communication

Deal structuring

Channel sales

Education

Bachelor’s degree

Tools

API integrations

Job description

Amazon Shipping is building a high-growth logistics business within Amazon, seeking entrepreneurial Business Development leaders to acquire SMB customers at scale through strategic partnerships and channel programs.

As a Sr. Business Developer on the Unmanaged/SMB team, you will own the partnership strategy, identify, negotiate, and launch partnerships, and drive SMB acquisition at scale with programmatic motions across partner ecosystems.