Principal Global AI Alliance Manager, Partner Growth & Strategy, Partner Management, AWS WWCO ISV Ptnr Mgmt - VAR

Full Job Description

In this role, you'll be part of a team responsible for managing AWS' strategic relationships with a leading AI model provider. You'll build relationships with the partner's executives and its product, marketing, sales, and channel teams. You'll own the joint business plan and set the direction for how AWS and the partner win together. You'll drive revenue growth and customer adoption of the partner's models on AWS, and help get competitive deals over the line. This is a global role covering customers and markets across every region.

You bring a partner management background that lets you build trusted relationships at the executive level, and a sales background that makes you effective with enterprise customers and AWS field teams. You think strategically about business, product, and technical challenges, and you can turn them into clear value propositions and plans people act on. You understand generative AI, frontier models, and how enterprises adopt them. You use data and AI tools to track the business, spot trends early, and keep leaders informed.

Key job responsibilities

• Manage a strategic global model provider partnership across Amazon Bedrock and AWS Marketplace, defining and executing joint partner plans, co-sell motions, and GTM programs.
• Own the partner development plan, including consumption, exit run rate, Marketplace revenue, and pipeline targets, aligned with AWS Generative AI strategy.
• Engage the partner's field sales and channel teams to create, accelerate, and close joint revenue opportunities on AWS.
• Own the deal escalation mechanism: remove blockers across sales, legal, finance, and funding teams, and report trends to leadership.
• Navigate AWS funding and incentive programs for competitive deals and advocate for mechanisms that scale.
• Lead internal stakeholders (solutions architects, service teams, marketing, legal) to execute the joint business plan and build field enablement.
• Build metrics and dashboards to track spend, attainment, and pipeline. Strong requirement and demonstrated experience using AI tools to automate reporting and analysis.
• Write and present business reviews for AWS and partner senior leadership.
• Manage complex contract negotiations and serve as liaison to AWS strategic deal, legal, and finance teams.

A day in the life Your day centers on one of AWS's most strategic AI partnerships. Mornings might start with a call with the partner's sales leaders to review deals in flight, then a quick huddle with solutions architects on a customer who needs help getting to production. By afternoon, you could be getting a stalled deal moving again by bringing in finance and legal, or using AI tools to turn raw spend data into a dashboard leaders actually read. Some days you'll write the briefing for an executive meeting. On others, you'll help shape how AWS works with AI companies for years to come.

About the team We're a small, close-knit team that manages AWS partnerships. Our mission is to make AWS the best place for customers to build with AI. You'll work side by side with partner managers, solutions architects, sales teams, and finance and legal partners, and also directly with the partner's own sales and leadership teams. Our customers are businesses of every size that want to use AI models securely and at scale. We clear the way for them by removing roadblocks, speeding up deals, and building programs that make adoption easier. The pace is fast, and we're still writing the playbook.

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

• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level

Preferred Qualifications

• Experience selling to Fortune 1000 or Global 2000 organizations

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 - 193,700.00 - 262,000.00 USD annually USA, CA, Santa Clara - 193,700.00 - 262,000.00 USD annually USA, NY, New York - 193,700.00 - 262,000.00 USD annually USA, TX, Austin - 176,100.00 - 238,200.00 USD annually USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually

7+ years of developing, negotiating and executing business agreements experience 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience Bachelor's degree Experience developing strategies that influence leadership decisions at the organizational level