Startup GTM Leader — AWS Partnerships

Amazon Web Services (AWS); Seattle (WA); On-site; USD 148,000 - 220,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

RSUs

Job summary

Amazon Web Services (AWS) seeks a Senior Partner Development Specialist for Startups to own and deliver GTM initiatives built from the AWS Partner Network (APN). You’ll guide startups from onboarding to co-sell, aligning VCs, ISVs, and consulting partners to accelerate growth.

You will lead quarterly business reviews, organize partner enablement workshops, and ensure cross-functional alignment across sales, marketing, and finance to move startups toward enterprise-scale AWS engagements.

Qualifications

• 5+ years developing, negotiating and executing business agreements.
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience presenting to both technical and non-technical executive audiences.
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology.
• Experience developing, leading, negotiating and executing corporate and/or business transactions.
• Experience interpreting data and making business recommendations across leadership and cross-functional teams.

Responsibilities

• Own the delivery of GTM programs with 3-5 VC and ISV partner companies, as the APN engagement point.
• Drive AWS Marketplace revenue growth through partner onboarding pathways from nomination to co-sell enrollment.
• Coordinate cross-functional GTM motions including events, enablement workshops, and Marketplace acceleration for startups.
• Design and execute quarterly business reviews highlighting GTM outcomes for investor partners and AWS leadership.
• Establish scalable playbooks, governance, and reporting mechanisms to expand impact.
• Prepare and deliver business reviews to senior leadership with resource allocation and program investment recommendations.

Skills

GTM experience

Negotiation

Executive communication

Program management

Education

Bachelor’s degree

Master’s degree

Job description

Amazon Web Services (AWS) seeks a Senior Partner Development Specialist for Startups to own and deliver GTM initiatives built from the AWS Partner Network (APN). You’ll guide startups from onboarding to co-sell, aligning VCs, ISVs, and consulting partners to accelerate growth.

You will lead quarterly business reviews, organize partner enablement workshops, and ensure cross-functional alignment across sales, marketing, and finance to move startups toward enterprise-scale AWS engagements.