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Vercel is seeking a Senior Partner Manager for AWS to lead strategic partnership initiatives and co-sell motions with Amazon Web Services. This role sits within the Partnerships team and reports to the Head of AWS Alliance, focusing on North America market expansion.
You will own the end-to-end co-sell strategy with AWS, embedding deeply with their field teams to develop joint account plans, territory strategies, and coordinated deal execution. Key responsibilities include identifying and qualifying high-impact opportunities through AWS programs (ISV Accelerate, AWS Marketplace, funding initiatives), leading strategic account mapping sessions and executive business reviews, and managing pipeline within the AWS ACE portal.
You will translate Vercel's technical and business value into AWS-aligned engagement plays, enabling AWS sellers, Partner Development Managers, and Partner Solution Architects with positioning, use cases, and enterprise messaging. This includes leading joint field marketing initiatives at AWS re:Invent and regional summits.
Ownership of measurable co-sell sourced and influenced pipeline is critical, with accountability for tracking AWS-originated opportunities, influenced revenue, Marketplace transactions, and program participation. You'll diagnose performance gaps and design targeted engagement plans to accelerate growth.
Cross-functional collaboration is essential—you'll build trusted relationships across AWS and Vercel leadership, work with internal Sales, Marketing, Partner Operations teams, and navigate matrixed organizations to remove execution blockers.
The ideal candidate brings 5+ years of senior partner sales, alliances, or channel leadership in SaaS or cloud infrastructure, with proven success co-selling with hyperscale cloud providers (especially AWS). You understand AWS field organization and GTM motions, have led account mapping and territory planning in complex enterprise environments, possess strong technical acumen around web technologies and digital transformation, and are data-driven in translating activities into revenue outcomes.
This is a hybrid role with anchor days Monday, Tuesday, and Friday. Locations include San Francisco, New York City, or Austin.
