AWS GTM Partnership Lead, Public Sector & Nonprofits

Responsibilities

• Develop and execute the go-to-market strategy for public sector and nonprofit partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays across federal, state and local government, education, and nonprofit organizations.
• Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business.
• Design commercial mechanics including deal registration, marketplace program structure, procurement and contract vehicle alignment, and incentives.
• Build and maintain executive relationships across AWS’s public sector partner organization and partner AWS practice leadership.
• Develop repeatable, mission-specific solutions built on Claude and help partners build delivery capabilities for public sector and nonprofit customers.
• Partner with alliances, public sector sales, partner marketing, policy, and regional cloud teams.
• Create scalable partnership operations processes, including escalation management, business reviews, and reporting.
• Provide market intelligence and competitive insights on the public sector and nonprofit partner ecosystem.
• Identify investment priorities across the partner portfolio and recommend where to discontinue investment.

Requirements

• Active TS/SCI security clearance with the ability to discuss capabilities in classified environments.
• Enterprise partnerships, alliances, or business development experience serving public sector or nonprofit customers.
• Experience building and scaling partnerships with public-sector-focused systems integrators, resellers, or channel partners.
• Experience building a co-sell or channel motion from the ground up, including its commercial mechanics.
• Deep understanding of cloud and partner field organizations in the public sector, including procurement processes, contract vehicles, and seller and partner incentives.
• Track record of meeting partner-sourced or partner-influenced revenue targets with credible forecasting.
• Ability to build credibility with and influence senior stakeholders.
• Strength in strategic planning, business operations, and program management.
• Ability to balance strategic thinking with tactical execution.
• Experience with technical products and translating complex capabilities into business value.
• Ability to travel up to 25%.
• Bachelor’s degree or equivalent combination of education, training, and experience in a relevant field.

Nice-to-haves

• 12+ years of enterprise partnerships, alliances, or business development experience.
• Experience with AWS or another hyperscaler’s public sector partner organization.
• Knowledge of public sector partner operating models, practice structures, delivery economics, and services and contract revenue dynamics.
• Familiarity with FedRAMP, IL levels, and StateRAMP.
• Experience with nonprofit, higher education, or philanthropic organizations and their technology funding dynamics.
• Background in AI/ML technologies or developer-focused platforms and partner ecosystems.
• Experience scaling partner programs from early traction to significant partner-driven revenue.
• Management consulting or federal program management experience.

Compensation

• Annual on-target earnings compensation range: $365,000–$425,000 USD.