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G2 is the world's largest software marketplace, recently merged with Capterra, SoftwareAdvice, and GetApp to create a unified platform serving 200M+ annual visitors with 6M verified reviews. The company is transforming the B2B software industry by becoming the most trusted data foundation for software buyers and sellers in the age of AI.
You will own the overall management, health, and growth of G2's relationship with AWS. This role combines strategic alliance leadership, field engagement, pipeline development, partner-program execution, and operational rigor. You will serve as the connective tissue across AWS, G2 sales and account teams, and corporate functions to translate the partnership into revenue, differentiated capabilities, and repeatable go-to-market outcomes.
Key responsibilities include: leading development and execution of G2's AWS partnership strategy focused on scalable revenue growth; cultivating deep relationships with key stakeholders at both organizations; securing executive alignment across partner and internal stakeholders including C-suite and product leaders; identifying and pursuing co-selling opportunities to leverage the hyperscaler ecosystem; activating internal sales teams on partner co-sell plays through direct enablement and coaching; building joint GTM plans with AWS industry verticals and regional teams; leveraging AWS partner programs (Co-Sell, MPOPP, POC funding, MDF, WMP, PRM) and systems (ACE Pipeline Manager, Partner Central) to drive pipeline and revenue; serving as primary link between AWS and G2 sales teams on active strategic deals; championing technology integrations between G2 and the hyperscaler platform; collaborating with product and engineering on integration priorities and partnership roadmap; driving joint marketing initiatives to generate demand; managing partner pipeline forecasting and tracking KPIs; using AI and creative problem-solving to build scalable workflows rather than relying on manual processes; and staying informed about launches, product changes, and leadership shifts.
The role is based on a value-driven culture grounded in PEAK values (Performance, Entrepreneurship, Authenticity, Kindness). G2 emphasizes diversity, inclusion, and people-led ERGs celebrating diverse identities across a global team.
REQUIREMENTS:
- 5+ years of partnerships, integrations, or sales/account management experience
- Proven track record of building and growing a successful partnership with AWS, including building GTM models
- Experience in the AWS partner ecosystem required, with expectation to expand into GCP and Microsoft Marketplace partnerships
- Proven experience building revenue growth and deal acceleration through a hyperscale marketplace
- Strong presentation skills, business planning, and sales forecasting
- Excellent client-facing communication skills with customer-focused mindset
- Ability to thrive in collaborative environment with critical thinking and problem-solving
- Strong, driven decision-making and leadership capabilities
- Experience managing high-profile partnerships with technology or marketplace partners
PREFERRED QUALIFICATIONS:
- B2B SaaS industry or digital marketing industry experience
- Experience managing partnerships with Microsoft Azure, AWS, Google Cloud/GCP, RedHat, CDW, SAP, etc.
- Working knowledge of hyperscaler co-sell programs to navigate multi-partner attach scenarios
