Startups GTM Leader, Startup Partners Center of Excellence

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.

Do you want to shape how the world's most innovative startups go to market with AWS? Are you excited by the opportunity to work alongside top-tier venture capital firms, build GTM programs that turn high-potential portfolio companies into thriving AWS partners, and establish the mechanisms that help the next generation of enterprise software companies reach customers faster? If you thrive at the intersection of venture capital, cloud partnerships, and enterprise sales, and you want to build something new from the ground up with measurable impact on hundreds of startups, this role is for you.

We are seeking a Senior Partner Development Specialist for Startups. The role will own the delivery of go-to-market programs built from the AWS Partner Network (APN) that help VC-backed startups grow into future enterprises. In this role you will be a single-threaded owner to build and deliver GTM initiatives that help startups to move faster, get discovered more effectively, and win bigger by partnering with AWS. You will manage a hybrid of activities across VCs, ISVs with venture funds, and consulting partners. You will run quarterly business reviews, partner enablement workshops, buyer matchmaking, tracking succes of startups moving into AWS Global Startup Program (GSP). You will work at the intersection of venture capital, cloud technology, and partner strategy to improve the selection, onboarding, and co-sell delivery for portfolios of high-potential startups.

This is a cross-functional coordination role, requiring a mix of strategy (thinking, influencing) and delivery (doing). You will operate across sales, business development, marketing, finance, legal, and partner management to build and execute GTM initiatives. You will design scalable mechanisms that enable AWS to serve as the preferred GTM partner for startups.

The ideal candidate has deep experience working with venture capital firms or owning GTM outcomes (co-sell, alliances) at startups, a track record of building strategic business development programs that deliver measurable revenue outcomes, and the ability to influence senior leaders across multiple organizations. They think at portfolio scale rather than individual transactions, communicate with equal effectiveness to investment partners, startup founders, and AWS executives, and bring an entrepreneurial orientation to building new functions from the ground up.

Key job responsibilities
- Own the delivery of GTM programs with 3-5 VC and ISV partner companies, serving as the primary AWS Partner Network (APN) engagement point to design, build, and run GTM enablement.
- Drive AWS Marketplace revenue growth through structured partner onboarding pathways that startups from nomination through to co-sell program enrollment.
- Coordinate cross-functional GTM motions including enterprise buyer matchmaking events, partner enablement workshops, cohort-based education, and Marketplace acceleration for startups.
- Design and execute quarterly business reviews that synthesize GTM outcomes across dozens of portfolio companies into coherent narratives for investor partners and AWS leadership.
- Establish scalable playbooks, governance frameworks, and reporting mechanisms that enable the function to expand impact for the business.
- Prepare and deliver business reviews to senior leadership, translating portfolio-level performance data into strategic recommendations on resource allocation, program investment, and competitive positioning.

About the team
This position is part of the AWS Specialist and Partner Organization (ASP). The Startup Partners Center of Excellence (CoE) team within ASP builds new go-to-market models to help early stage and high potential startups to grow their business with AWS. The team operates at the portfolio layer, working across partner management segments and geographies to detect patterns, risks, and opportunities that support growth worldwide for the startup partner segment.

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, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s 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

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll 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, there’s nothing we can’t achieve.

Basic Qualifications

- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- 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

Preferred Qualifications

- Master's degree in management, business administration, economics, engineering, marketing
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience selling enterprise software or cloud-based applications

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 Company’s 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 https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t 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 https://amazon.jobs/en/benefits.

USA, CA, San Francisco - 162,700.00 - 220,200.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually