5 Partner Ecosystems Jobs

DESCRIPTION Trusted by more startups around the world, AWS makes the power of cloud computing accessible for all by giving founders everywhere access to the same technology that powers the world's largest companies. With nearly 20 years of experience gained from supporting hundreds of thousands of startups that have come before, we help founders prove that their world-changing ideas are possible, at any stage of growth or level of funding. This is why more startups, and over 80% of unicorns, build on AWS. Are you interested in helping to shape the era of Artificial Intelligence (AI) AI is transforming entire industries and fundamentally changing the way we live and work. AWS is the place where organizations can build AI technology securely, responsibly, and with confidence. AWS is positioned at the forefront of GenAI with the deepest set of services and features as the leader in cloud. As a Senior Account Manager for Startups at Amazon Web Services (AWS), you will be the strategic lead responsible for driving cloud adoption within a group of stellar startups at the forefront of GenAI. AWS offers a complete set of cloud services that enable all companies, from startups to enterprises, to run virtually everything in the cloud, including application development, model training, big data analytics, and AI/ML platforms. Startups, represent a critically important subset of customers to AWS. These companies have unique needs, technical considerations, sales cycles, and growth trajectories that distinguish them from traditional companies. These businesses require different engagement strategies and sales motions from sellers to effectively acquire, grow, and retain them on the AWS platform long-term. As AWS continues to rapidly grow, we seek a Startup Account Manager to earn trust and help drive growth amongst a set of well-funded, high-potential startups. The ideal candidate possesses a strong sales acumen, knowledge of the startup ecosystem, a passion for (and familiarity with) GenAI trends. You will be working with startups building cutting edge AI and ML solutions, so extensive collaboration with external contacts and internal teams will be key to build and execute on plans to exceed sales quota. Your responsibilities will include driving revenue, crafting partnerships, accelerating innovation through service adoption, and ensuring these startups select AWS as their primary cloud provider. You will align closely with counterparts in business development, marketing, solution architecture and partner teams to lead execution of coordinated go-to-market strategies and sales plays. You will also work closely with business development teams who are driving strategic support, global co-programming, and portfolio engagement to help drive top-of-funnel customer acquisition and accelerate seller cycles in the field. Candidates will be working with startups building cutting edge solutions and should have a good understanding of GenAI, AI/ML technologies and how startups are using them to enhance services and processes for end customers. The ideal candidate will have a strong entrepreneurial spirit who is prepared to work in a fast-paced, often ambiguous environment, execute against ambitious goals, and consistently embrace the Amazon Culture. Key job responsibilities - Ensure customer success with early, mid and late-stage startups - Drive revenue and market share in a defined territory or industry vertical - Accelerate customer adoption through well-developed sales engagements and successful GTM Strategy - Meet or exceed quarterly revenue and goal targets - Develop and execute against a comprehensive account/territory plan - Create & articulate compelling value propositions around AWS services - Accelerate customer adoption by engaging Founders, CxO, Board of Directors and VC influencers - Work with partners to extend reach & drive adoption - Develop long-term strategic relationships with key accounts - Successfully work in a large-scale environment, leading collaboration with AWS resources (Solution Architects, Business Development, Marketing, Partners, Support, and Service teams) to drive customer solution adoption at scale. - Expect moderate travel About the team 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 direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience - 10+ years of business development, partner development, sales or alliances management experience PREFERRED QUALIFICATIONS - Experience of building profitable partner ecosystems experience - Experience developing detailed go to market plans - Experience of working with/ for AI startups 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 for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

About Us XenonStack is the fastest-growing Data and AI Foundry for Agentic Systems, enabling enterprises to achieve real-time, intelligent business insights. We deliver innovation at scale through Akira AI, building Agentic Systems for AI Agents, XenonStack Vision AI, Vision AI Platform, and NexaStack AI, Inference AI Infrastructure for Agentic Systems. We are now seeking a Vice President of Sales to own growth, scale our sales organization, and drive revenue acceleration globally. The Opportunity As VP of Sales, you will be responsible for hitting aggressive growth targets, building a high-performance sales engine, and leveraging AI-driven automation to scale repeatable processes. Youll combine strategic leadership with hands-on deal execution, partnering closely with Product, Marketing, and Customer Success to deliver exceptional results. Key Responsibilities 1. Own the Growth Targets Deliver quarterly net-new ARR and multi-year TCV goals with tight forecast accuracy. Achieve best-in-class net-revenue retention through expansion and renewals. 2. Automate Repeatable Processes with AI Agents Partner with a dedicated AI Agent Architect to automate lead enrichment, competitor analysis, ABM strategy, and outbound cadences. Implement scalable, repeatable workflows that accelerate sales velocity. 3. Be a Player-Coach Carry a personal quota in year one, leading from the front. Personally drive marquee enterprise deals to closure. 4. Build & Uplevel the Team Recruit, ramp, and retain top sales and SDR talent, staying ahead of hiring needs. Implement optimal span of control and competitive comp structures. 5. Create a High-Velocity Outbound Engine Stand up a data-driven SDR program to source a significant percentage of pipeline from account-based targeting. Integrate tightly with marketing for intent-signal targeting and content-led sequences. 6. Architect & Negotiate Enterprise Agreements Shift deal structures toward multi-year, value-based pricing models. Streamline deal cycles while increasing average contract value and win rates. 7. Drive Land-and-Expand Build Key Account Management to cross-sell across multiple business units. Rigorously track expansion opportunities alongside new-logo pipeline. 8. Scale Revenue Through Partners Build co-sell motions with GSIs, hyperscalers, and tech alliances. Target significant revenue contribution from partner-sourced deals. 9. Codify & Continuously Improve the Sales Playbook Document ICP, MEDDIC, demo flow, pricing guardrails, and objection handling into a living playbook. Use sales metrics to iterate and improve quarterly. 10. Collaborate Upstream & Downstream Provide structured customer feedback to influence product roadmap. Align RevOps to forecasting, attribution, and compensation optimization. 11. Demonstrate Self-Awareness & Grit Identify and close any skill or resource gaps quickly. Maintain momentum through complex enterprise cycles and adapt rapidly when needed. What Success Looks Like Achieve multi-million ARR and TCV bookings in your first year. Strong pipeline contribution from both outbound and partner channels. Higher average deal size, increased win rates, and shorter sales cycles. Retain a high-performing, low-attrition sales team. Skills & Experience 15+ years in B2B enterprise sales with 8+ years in a senior leadership role. Proven track record of exceeding ARR and TCV targets in high-growth SaaS or AI-led organizations. Experience in building and scaling outbound sales motions and partner ecosystems. Deep understanding of enterprise buying cycles, value-based selling, and contract negotiation. Strong leadership skills with the ability to hire, coach, and retain top talent. Data-driven decision-making mindset with expertise in sales automation and CRM tools. Comfort working in fast-paced, innovation-driven environments. Why Join Us At XenonStack, we are obsessed with adoption and simplicity making AI accessible and effortless to integrate into enterprise systems. Youll be at the forefront of shaping how the world's leading companies adopt Agentic AI to transform their business.,

Job Description: Key Responsibilities Solution design, client engagement & delivery oversight. Senior stakeholder management Lead and drive google cloud solutioning for customer requirements, RFPs, Proposals, and delivery. Establish governance frameworks, delivery methodologies, and reusable assets to scale the practice. Ability to take initiative and deliver in challenging engagements spread across multiple geos Lead the development of differentiated capability and offerings in areas such as application modernization & migration, cloud-native development and AI agents Collaborate with sales and pre-sales teams to shape solutions and win strategic deals, including large-scale application modernization and migrations Spearhead Google Cloud latest products & services like AgentSpace, AI Agent development using GCP-native tools such as ADK, A2A Protocol, and Model Context Protocol Build and mentor a high-performing team of cloud architects, engineers, and consultants. Drive internal certifications, specialization audits, and partner assessments to maintain Google Cloud Partner status Represent the organization in partner forums, webinars, and industry/customer events. Required Qualifications 15+ years of experience in IT, with at least 3 years in google cloud applications architecture, design and solutioning At least 5+ years of experience in designing and developing Java applications/platforms Deep expertise in GCP services including Compute, Storage, BigQuery, Cloud Functions, Anthos, and Vertex AI Proven experience in leading google cloud transformation programs Strong solution architecture and implementation experience for Google Cloud modernization & migration programs Strong experience in stakeholder and client management Google Cloud certified - Google Cloud Professional architect certification Self-motivated to quickly learn the new technologies, platforms Excellent presentation and communication skill Preferred Qualifications Google Cloud Professional certifications (Cloud Architect). Experience with partner ecosystems, co-selling with Google, and managing joint GTM motions. Exposure to regulated industries (e.g., BFSI, Healthcare) and global delivery models

As an Azure Infrastructure Specialist at Microsoft, you will play a crucial role in our enterprise sales organization by working with our most important customers to help them realize digital transformation through cloud computing. You will lead a virtual team of sales, technical, and services resources to achieve/exceed quarterly Azure Infrastructure consumption targets and drive engagement at the CXO level with business and technology decision makers. Your primary responsibilities will include spending 30% of your time developing new Azure migration and modernization consumption engagements aligned with customers" technical and business strategy. You will also be the key technical leader, spending 60% of your time as a trusted advisor and influencer in shaping customer decisions to commit and adopt Microsoft Azure and Infrastructure solutions. Additionally, 10% of your time will be focused on influencing Microsoft Azure Infrastructure go-to-market strategies. To excel in this role, you should have at least 8 years of experience selling business solutions to large/global enterprise customers with a focus on application and infrastructure technologies. Effective territory/account management, executive presence, problem-solving skills, and the ability to demonstrate cloud economic value to customers are essential qualifications. You should also have a deep understanding of the Microsoft Azure Cloud platform, technical frameworks, leadership skills, and knowledge of the competitive landscape. A Bachelor's degree in Computer Science or a similar information technology-related discipline is required, and an MBA is preferred. Additionally, you must hold the Azure Admin Associate certification and continuously maintain and enhance your technical, business value, sales, and professional skills to stay competitive in the field. Join us at Microsoft and be part of a culture that empowers every person and every organization to achieve more. Your contribution will help create life-changing innovations that impact billions of lives around the world.,

In Digital Enterprise Sales, we are on a mission to empower our customers through the unique value of the Microsoft cloud. As a member of our globally-led, digital-first scale organization, aligned with partners, you will play a crucial role in supporting a dedicated set of customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. Working within our local subsidiaries or Digital Sales centers worldwide, you will have the opportunity to collaborate cross-functionally while embodying our Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving, and Learning. If you are customer obsessed and enthusiastic about digital-first solutions, we invite you to explore the possibilities within the Digital Enterprise Sales organization and experience the value we bring to our customers, partners, and each other daily. The Digital Enterprise Sales team at Microsoft drives growth by helping customers realize the value of the Microsoft Cloud. Leveraging a world-class connected sales and marketing platform, we utilize marketing insights to engage customers digitally and address their business challenges effectively. Powered by the latest innovations in Microsoft Azure, we aim to engage with customers, collaborate globally, and acquire and retain new business for Microsoft. As an Enterprise Digital Specialist within Digital Enterprise Sales, you will focus on our most important customers within the enterprise organization. Your responsibilities will include driving the execution of Microsoft's strategic business priorities, selling cloud services and platforms to managed customers, and fostering digital transformation momentum for our customers, partners, and Microsoft. This role offers flexibility, allowing you to work up to 50% from home, further enhancing work-life balance and productivity. Microsoft's overarching mission is to empower every individual and organization on the planet to achieve more. As part of our team, we cultivate a growth mindset, innovate to empower others, and collaborate to achieve our shared objectives. Grounded in our values of respect, integrity, and accountability, we strive to create an inclusive culture where everyone can thrive both at work and beyond. Responsibilities: - Demonstrate proven experience in cloud technology-related sales or consulting, specifically in Applications and Infrastructure. - Embrace a Customer First Mindset by engaging with customers and key decision-makers, delivering a connected customer engagement experience, and driving customer satisfaction through digital sales excellence. - Act as a trusted advisor, influencing customer decisions to adopt Microsoft Azure solutions by aligning the appropriate solutions, partners, programs, and resources to guide them in their decision-making processes. - Collaborate with Digital Specialists, extended sales teams, and partners to conduct business analysis, pursue high-potential customers, and develop a target list of potential businesses. - Lead technical demonstrations of Azure solutions, collaborate with account teams and partners to track, qualify, and expand new opportunities, and build pipeline. - Engage in conversations with customers to introduce how other workloads could enable digital transformation aligned with the customer's industry. - Build relationships with leadership and field stakeholders to enable team success across internal and external stakeholders and drive deal closure. Qualifications: Required/Minimum Qualifications: - 6+ years of technology-related sales or account management experience. - OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience. Preferred Qualifications: - Additional or Preferred Qualifications: - Subject matter expertise in any of the following preferred areas: Systems Operations/Management, IT Infrastructure, Software design or development, SQL, NoSQL databases, Data Governance, Competitive Landscape, and Partnerships. Please note that benefits and perks may vary based on your employment status with Microsoft and the country where you are based.,