At a glance
- Employment
- Full-time
- Workplace
- Remote
- Location
- Remote
About the role
- Deepgram is seeking a Senior Partner Manager to own and grow the company's strategic AWS alliance, with a specific focus on driving revenue in the healthcare and financial services sectors. This role involves managing co-sell, co-build, and co-market motions while acting as a builder on a small, high-impact team. The position requires an AI-first mindset and the ability to navigate complex enterprise relationships within the AWS ecosystem.
Responsibilities
- Own a co-sell number for the AWS partnership and develop the plan to achieve it.
- Build and maintain senior relationships across AWS field and specialist organizations in the enterprise segment.
- Source, register, and drive joint opportunities through ACE while maintaining pipeline hygiene.
- Transact through AWS Marketplace, including listings, private offers, and channel partner private offers.
- Integrate AWS resources into Deepgram sales cycles as a closing lever.
- Collaborate with product and engineering teams on integrations across AWS services.
- Execute joint marketing campaigns, webinars, events, and roadshows while managing MDF.
- Enable Deepgram sellers and AWS teams on positioning and partnership mechanics.
- Develop vertical motions in healthcare and financial services, including joint use cases and reference architectures.
- Manage a portfolio of partnerships beyond AWS and report on partnership performance metrics.
Requirements
- Substantial, hands-on experience managing an AWS partnership at a technology company.
- Proven track record of carrying and hitting a co-sell, partner-influenced, or direct quota.
- Experience selling to or through the enterprise segment.
- Builder mindset with experience standing up a partnership motion from zero.
- Startup experience and comfort in a fast-paced, resource-constrained environment.
- Entrepreneurial instincts and ability to execute without handed-down processes.
- Technical fluency to hold credible architecture conversations with AWS Solutions Architects.
- Strong written and verbal communication skills with executive presence.
- AI-first working style with demonstrated daily use of AI tools for research and planning.
- Proven ability to drive cross-functional work across product, engineering, sales, marketing, legal, and finance.
Preferred qualifications
- Located in Seattle
- Time spent at AWS or another hyperscaler
- Experience managing a second hyperscaler alliance
- Experience working with global and regional systems integrators on joint delivery
- Strong understanding of AI, speech recognition, or voice agents
- Fluency with Salesforce
- Fluency with AWS Partner Central
- Fluency with Marketplace operations tooling
Workplace
- USA - Remote
Skills
- AWS
- AWS Marketplace
- ACE
- Salesforce
- AWS Partner Central
- Voice AI
- Speech-to-Text
- Text-to-Speech
