Senior Partner Manager

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

📋 Description

• Take ownership of the AWS partnership co-sell targets and strategize to achieve them.

• Establish and nurture senior-level relationships within AWS's field and specialist divisions, primarily targeting the healthcare and financial services sectors.

• Identify, register, and actively pursue joint opportunities via ACE.

• Ensure cleanliness in pipeline management and accurate attribution.

• Oversee AWS Marketplace listings, private offers, and channel partner private offers.

• Integrate AWS funding, credits, solutions architecture support, and executive backing into Deepgram’s sales processes.

• Collaborate on the development of integrations between AWS services and Deepgram’s product and engineering teams.

• Relay partner and customer insights to the product development team for roadmap considerations.

• Organize joint AWS initiatives, including campaigns, webinars, events, and roadshows; manage Marketing Development Funds (MDF).

• Empower Deepgram sales teams to effectively collaborate with AWS and its teams to promote Deepgram’s offerings.

• Develop joint use cases, reference architectures, messaging, and targeted account lists for the healthcare and financial services sectors.

• Manage a portfolio of partnerships extending beyond AWS.

• Provide reports on pipeline status, influenced revenue, and Marketplace transactions.

• Utilize AI tools for research, account planning, content creation, analysis, and reporting.

⛳️ Requirements

• Extensive hands-on experience in managing an AWS partnership within a technology company.

• Familiarity with co-sell mechanisms, ACE, AWS Marketplace, competencies, program mechanics, and the AWS field organization.

• Proven history of achieving and exceeding co-sell, partner-influenced, or direct quotas.

• Experience in selling to or through the enterprise sector.

• Background in healthcare or financial services is highly advantageous.

• A builder mindset with a track record of initiating partnership strategies from the ground up.

• Experience in startup environments and adaptability to fast-paced, resource-limited settings.

• Self-motivated with an entrepreneurial spirit.

• Sufficient technical knowledge to engage in architectural discussions with AWS Solutions Architects.

• Excellent written and verbal communication skills with a strong executive presence.

• An AI-first approach with regular use of AI tools for research, account planning, content, and analysis.

• Cross-functional experience in driving initiatives through product, engineering, sales, marketing, legal, and finance teams without direct oversight.

• Residing in Seattle is a plus.

• Experience with AWS or another major cloud provider, or managing an alliance with a second hyperscaler, is beneficial.

• Previous engagement with global and regional systems integrators for joint delivery is advantageous.

• Knowledge of AI, speech recognition, voice agents, or related fields is a plus.

• Proficiency with Salesforce, AWS Partner Central, and Marketplace operations tools is an advantage.

• Must possess legal authorization to work in the country where the role is based.

• Must be able to address current or future visa sponsorship requirements.

🏝️ Benefits

• Equity

• Compensation details encompass base salary and exclude bonus, equity, and benefits.