Principal Partner Manager

Summary

Join Gretel as a Principal Partner Manager for AWS, a critical individual contributor role based in NYC or Seattle (remote). You will drive revenue growth and market expansion through collaboration with AWS, focusing on co-sell initiatives. Responsibilities include developing and implementing co-sell strategies, creating sales collateral and training programs, building relationships with AWS stakeholders, and collaborating with internal teams. This role requires 8+ years of experience in partner management, a deep understanding of the AWS ecosystem, and a proven track record of successful co-sell partnerships. The ideal candidate will be highly motivated, results-oriented, and passionate about generative AI. Compensation includes a competitive salary, bonus, benefits, and stock options.

Requirements

• 8+ years of experience in partner management, business development, or sales roles within the technology industry, with a significant focus on co-sell partnerships with AWS
• Deep understanding of the AWS ecosystem, including its sales organization, partner programs, and go-to-market strategies
• Proven track record of developing and executing successful co-sell partnerships with AWS, driving significant revenue growth and achieving/exceeding sales targets
• Strong ability to develop and deliver effective sales enablement programs to technical and non-technical audiences
• Highly motivated, results-oriented, and able to work independently in a fast-paced, dynamic environment
• Passion for generative AI plus familiarity with ML concepts and the generative AI ecosystem
• Travel: Ability to travel 25%-50% of the time for in-person engagement at partner offices (in and out of your market), as well as attending partner events and conferences

Responsibilities

• Develop and implement a comprehensive co-sell strategy with AWS, including closing deals, reportings on performance metrics and continuous improvement
• Develop and manage joint sales collateral, presentations, and enablement materials to support the co-sell process
• Develop and deliver training programs and enablement sessions to equip AWS sales teams with the knowledge and tools to effectively sell our generative AI solutions
• Build and nurture strong, trusted relationships with key stakeholders across AWS sales, partner, and technical teams
• Collaborate with marketing teams to develop and execute joint marketing programs with AWS to drive lead generation and brand awareness, such as events and webinars
• Work closely with internal teams (sales, marketing, product, engineering) to ensure alignment and successful execution of co-sell initiatives
• Provide feedback to product and engineering teams based on insights gained from the AWS sales organization and customer interactions

Preferred Qualifications

• Experience working for a high growth tech company (SaaS, IT infrastructure or similar preferred)
• Experience working with and selling AI/ML solutions to data science, applied science, or MLOps teams

Benefits

• Base salary
• Bonus (for applicable roles)
• Benefits and perks
• Stock options
• The anticipated on-target earnings (OTE) is $250,000-$325,000 USD, which is inclusive of base salary plus variable incentives such as commissions and bonuses