Senior Partner Manager, AWS
Drives AWS co-sell strategy, embeds with AWS field teams to build joint pipeline and revenue growth through programs like ISV Accelerate and Marketplace. Requires 5+ years in partner sales with hyperscalers, strong technical acumen, and stakeholder influence skills.
About the job
What You Will Do
Strategic Field Engagement & Co-Sell Leadership
- Own and execute North America co-sell strategy with AWS, generating high-value pipeline and accelerating revenue growth.
- Embed deeply with AWS field teams to develop joint account plans, territory strategies, and coordinated deal execution alongside Vercel Account Executives.
- Identify, qualify, and advance high-impact co-sell opportunities leveraging AWS programs including ISV Accelerate, AWS Marketplace, and other funding initiatives.
- Lead strategic account mapping sessions, executive business reviews, and regular cadence meetings to ensure alignment and progression of opportunities.
- Manage and optimize pipeline within the AWS ACE (APN Customer Engagement) portal, ensuring co-sell eligibility and seamless coordination with AWS sellers.
- Build and activate strategic relationships across the broader AWS Partner Network (including ISVs, GSIs, and consulting partners) to design and execute triangulated go-to-market plays with AWS.
Partner Enablement & Program Activation
- Translate Vercel’s technical and business value into AWS-aligned engagement plays, driving repeatable, scalable co-sell motions.
- Enable AWS sellers, Partner Development Managers (PDMs), and Partner Solution Architects (PSAs) with technical positioning, customer use cases, and messaging tailored for complex enterprise scenarios.
- Lead joint field marketing and go-to-market initiatives at flagship events such as AWS re:Invent and regional AWS Summits.
Revenue Growth & Pipeline Accountability
- Own measurable co-sell sourced and influenced pipeline, ensuring predictable revenue impact from AWS engagements.
- Track, forecast, and report on key performance metrics including AWS-originated opportunities, influenced revenue, Marketplace transactions, and program participation.
- Diagnose regional and account-level performance gaps, designing and executing targeted engagement plans to accelerate growth.
Cross-Functional & Executive Alignment
- Build and maintain trusted executive relationships across AWS and Vercel.
- Collaborate internally across Sales, Marketing, Partner Operations, and Leadership to remove execution blockers.
About You
- 5+ years of senior partner sales, alliances, or channel leadership experience within SaaS or cloud infrastructure.
- Proven success co-selling with hyperscale cloud providers, particularly AWS.
- Track record leading account mapping sessions, territory planning, and executive business reviews.
- Strong technical acumen with web technologies.
- Exceptional stakeholder influence skills.
- Data-driven and metrics-oriented.
- Thrive in fast-paced environments.
- Collaborative team leader.
Compensation
San Francisco, CA OTE pay range: $216,000 - $270,000 (adjusted by location). Includes benefits, equity, and potential bonus.
Skills
AWS, Isv Accelerate, Aws Marketplace, Apn Customer Engagement, Ace, SaaS Sales, Cloud Infrastructure, Partner Enablement, Pipeline Management, Go-to-Market Strategy, Account Mapping
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