Partner Success Engineer – AWS

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the complete AWS relationship, encompassing technical adoption, commercial results, retention, and growth.

• Act as a trusted advisor to AWS solutions architects, partner development managers, account teams, and senior technical and commercial leadership.

• Promote joint adoption through live demonstrations, workshops, architectural guidance, and troubleshooting.

• Oversee Marketplace and co-selling initiatives, including listings, private offers, deal structuring, and joint pipeline management.

• Navigate the three-way dynamics between Deepgram, AWS, and end customers.

• Conduct partner business reviews and joint planning autonomously.

• Identify and outline expansion opportunities in collaboration with Sales.

• Represent the partner internally, influencing the roadmap, go-to-market strategy, and internal tools.

• Monitor adoption, usage, health, and expansion to drive results.

• Travel to partner locations approximately 3–5 times per quarter.

• Operate in an AI-first manner, developing tools, agents, and workflows that eliminate repetitive tasks.

⛳️ Requirements

• Have personally managed a strategic partner or customer relationship.

• Handled accounts or partner portfolios with approximately $500K+ ARR each, or a partner relationship of similar revenue scale.

• Extensive experience in technical, customer-facing roles at API-driven, developer-first, cloud, infrastructure, or AI companies, typically around 7+ years.

• Strong understanding of partner ecosystems and channel business models, such as resale, referral, integrations, marketplace, co-marketing, and co-selling.

• Practical experience in conducting demos, proofs of concept (POCs), or technical workshops with enterprise partners or customers.

• Proven track record of identifying and securing expansion within complex partner or enterprise relationships.

• Proficient in discussing APIs, integrations, and developer workflows, as well as addressing L1-style issues.

• Experience engaging both technical stakeholders and executive-level buyers.

• Outstanding communication skills and the ability to influence both technical and business audiences.

• Developed a tool, agent, script, or workflow that effectively eliminated recurring tasks.

• An AI-native operating model with workflows that are fundamentally reliant on AI.

• Nice to have: direct experience in the AWS ecosystem, including Marketplace, private offers, CPPO, APN programs, MAP, funding mechanisms, or co-selling.

• Nice to have: familiarity with consumption-based commercial models.

• Nice to have: background in machine learning, voice AI, cloud infrastructure, GenAI/GPU workloads, or developer-first technologies.

• Nice to have: experience in establishing a partner function from the ground up.

• Nice to have: hands-on experience with automation, scripting, or agent-building, including languages like Python, TypeScript, and workflow tools or agent frameworks.

🏝️ Benefits

• Equity.

• Remote work arrangement.

• Travel to partner sites approximately 3–5 times per quarter.

• Access to AI tools and opportunities for experimentation as part of daily work.