Strategic Partnerships Lead, Partner Core Customer Segments

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 SBAI. In 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

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