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Deepgram is the leading platform for Voice AI, providing real-time APIs for speech-to-text, text-to-speech, and voice agents at scale. The company has processed over 50,000 years of audio and serves 200,000+ developers and 1,300+ organizations including Twilio, Cloudflare, and Jack in the Box.
You will own and grow Deepgram's AWS alliance as the third seat on that team, with a mandate to build enterprise relationships that drive revenue, starting with healthcare and financial services. This is a builder's role on a small team with significant room for growth.
Key responsibilities include:
- Own a co-sell number for the AWS partnership and develop the plan to hit it
- Build and maintain senior relationships across AWS field and specialist organizations (Account Managers, Solutions Architects, Partner Managers, industry/GenAI specialists) in the enterprise segment
- Source, register, and drive joint opportunities through ACE; maintain clean pipeline hygiene and attribution
- Transact through AWS Marketplace (listings, private offers, channel partner private offers)
- Bring AWS into Deepgram sales cycles as a closing lever (funding, credits, solutions architecture, executive support)
- Co-build with Deepgram product and engineering on AWS service integrations; feed partner and customer feedback into the roadmap
- Co-market: run joint campaigns, webinars, events, and roadshows; own marketing development funds (MDF)
- Enable both sides: teach Deepgram sellers how to work with AWS and teach AWS teams how to position Deepgram
- Build vertical motion in healthcare and financial services with joint use cases, reference architectures, and messaging
- Own a portfolio of partnerships beyond AWS
- Report on partnership performance: pipeline, influenced revenue, Marketplace transactions
You will work closely with AWS field and specialist teams, and internally with Deepgram's product, engineering, and sales teams. Deepgram operates with an AI-first mindset—you are expected to actively use and experiment with advanced AI tools in your daily work, including research, account planning, content creation, and analysis.
REQUIREMENTS:
- Substantial, hands-on experience managing an AWS partnership at a technology company (co-sell, ACE, AWS Marketplace, competencies, program mechanics, AWS field org)
- Proven track record of carrying and hitting a number (co-sell, partner-influenced, or direct quota)
- Experience selling to or through the enterprise segment; healthcare or financial services experience is a strong plus
- Builder mindset: have stood up a partnership motion from zero, not just operated an inherited one
- Startup experience and genuine comfort in a fast-paced, resource-constrained environment; self-starter who doesn't wait for process
- Entrepreneurial instincts: find the opening, make the internal case, and execute
- Technical fluency: can hold credible architecture conversations with AWS Solutions Architects and translate for sellers
- Strong written and verbal communication; presence to be credible with AWS and Deepgram executives
- AI-first working style: use AI tools daily for research, account planning, content, and analysis; can demonstrate impact
- Proven cross-functional operator: comfortable driving work through product, engineering, sales, marketing, legal, and finance without direct authority
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
