About this role
Expanding enterprise revenue through the AWS alliance requires building key relationships, specifically within the healthcare and financial services sectors, to turn the partnership into measurable pipeline. As the third member of the AWS alliance team at Deepgram, this person will own the co-sell number, drive joint opportunities through ACE and AWS Marketplace, and utilize AWS as a closing lever in sales cycles.
Operating in a builder's environment, the individual will collaborate closely with product, engineering, and sales teams while maintaining an AI-first mindset for daily tasks like research, account planning, and reporting. Ideal candidates bring hands-on experience managing an AWS partnership, possess a track record of hitting a quota, and thrive in a fast-paced, startup setting where they can initiate and scale vertical motions from scratch.
What you will do
- Own a dedicated co-sell number for the AWS partnership along with the operational plan to achieve it.
- Build and maintain senior relationships across the AWS field and specialist organizations in the enterprise segment.
- Source, register, and drive joint opportunities through ACE while ensuring clean pipeline hygiene.
- Transact through AWS Marketplace by managing listings, private offers, and channel partner workflows.
- Engage internal product and engineering teams to co-build integrations across AWS services.
- Run joint campaigns, webinars, events, and roadshows with AWS while managing market development funds.
- Enable both internal sellers and AWS teams on positioning, use cases, and collaboration strategies.
- Report regularly on partnership performance metrics including pipeline, influenced revenue, and Marketplace transactions.
What you need
- Substantial, hands-on experience managing an AWS partnership at a technology company, including co-sell, ACE, and Marketplace mechanics.
- A demonstrated track record of carrying and hitting a quota, whether co-sell, partner-influenced, or direct.
- Experience selling to or through the enterprise segment.
- A builder mindset with the ability to stand up a partnership motion from zero rather than just operating an inherited one.
- Startup experience with genuine comfort in a fast-paced, resource-constrained environment.
- Technical fluency to hold credible architecture conversations with AWS Solutions Architects.
- An AI-first working style that incorporates AI tools daily for research, account planning, and analysis.
Nice to have
- Located in Seattle
- Time spent at AWS or another hyperscaler, or managing a second hyperscaler alliance
- Experience working with global and regional systems integrators on joint delivery
- Strong understanding of AI, speech recognition, voice agents, or related domains
- Fluency with Salesforce, AWS Partner Central, and Marketplace operations tooling
Benefits
- Offers Equity
Skills and tech stack
Questions candidates ask
What is the compensation for this role?
The salary range for this position is $175K to $215K, and the role also offers equity.
Where is the position located?
The job location is Seattle, WA, and being located in Seattle is noted as a nice-to-have preference.
What tools and platforms will I be using?
You will work extensively with AWS, AWS Marketplace, AWS Partner Central, and Salesforce.
What kind of operating environment can I expect?
The team moves at the pace of AI with an AI-first mindset, requiring rapid adaptation, continuous learning, and daily use of AI tools rather than a traditional 9-to-5 structure.