AWS GTM

Key Responsibilities

• Marketplace Enablement:Guide startups and ISVs through AWS Marketplace listing, become an AWS Technology Partner, optimization, and transactable offer setup, including agentic Marketplace listings
• Co-Sell Execution: Create enablement for customers for all the Co-Sell motions through ACE pipeline management, joint deal identification, and opportunity progression with AWS field teams
• Alliance Management:Build and maintain relationships with AWS PDMs, AMs (SUP ISV), PSMs, and GTM Specialists across EMEA
• Sales Enablement: Create enablement materials, playbooks, and frameworks that help customers and internal teams execute AWS GTM strategies
• Program Activation: Support customers in accessing AWS programs including BOX, BOX AI, ISV Accelerate, credits, and MDF
• Customer Engagement — Run discovery assessments, identify quick wins, and manage ongoing GTM execution for a portfolio of startup and ISV customers
• Co-Marketing:Support joint marketing initiatives, "Better Together" stories, and co-branded content with AWS
• Reporting & Analytics: Track partner revenue attribution, Co-Sell pipeline metrics, and Marketplace transaction performance

Requirements

• 3–5 years of experience in AWS partnerships, alliances, or GTM roles
• Deep knowledge of AWS Marketplace, Co-Sell (ACE), and AWS Partner Programs
• Background in one or more of the following:

AWS PDM / Partner Development Manager working with startups or ISVs

GTM / alliances / partnerships role at a startup, ISV, or SaaS company selling through AWS

Channel or alliance management within the AWS ecosystem

• Understanding of the AWS Software Partner Path, FTR, and partner differentiation journey
• Experience working with startup and ISV customers - you understand their pace, constraints, and growth mindset
• Strong communication skills - you can translate complex AWS programs into clear value for customers
• Self-starter mentality - hungry to grow, take ownership, and build something
• Excellent written and verbal communication skills in English

Nice-to-Have

• Experience with Partner Revenue Measurement (PRM) and attributed revenue tracking
• Familiarity with AWS AI/ML programs, Bedrock, AgentCore, or agentic AI initiatives
• Experience with AWS Well-Architected Reviews (WAFR)
• Background in sales enablement or partner enablement at scale
• AWS certifications (Cloud Practitioner, Solutions Architect, or Partner accreditations)

What Success Looks Like in Year One

• Portfolio Ownership — You own and actively manage a portfolio of 15–20 startup and ISV customers across EMEA, running their GTM execution end-to-end
• Marketplace Impact — You've helped at least 10 customers successfully list on AWS Marketplace, including transactable offers and agentic listings
• Co-Sell Pipeline — You've built and progressed a measurable Co-Sell pipeline through ACE, with attributed revenue from joint deals with AWS field teams
• Program Activation — Customers in your portfolio are actively leveraging AWS programs — BOX, BOX AI, ISV Accelerate, credits, and MDF
• Alliance Relationships — You've built trusted relationships with 5+ AWS PDMs, SUP ISV AMs, and PSMs across EMEA — they know your name and bring you into deals
• Enablement Library — You've created reusable playbooks, frameworks, and enablement materials that the team and customers actively use
• Customer Reference — At least 1 customer success story or "Better Together" story published with AWS
• Team Contribution — You're seen as a go-to resource on the team — sharing knowledge, contributing to GTM strategy, and ready to take on more

Why Join Automat-it

• Professional training and certifications covered by the company (AWS, FinOps, Kubernetes, etc.)
• International work environment
• Referral program – enjoy cooperation with your colleagues and get a bonus
• Company events and social gatherings (team events, knowledge sharing, etc.)
• Wellbeing and professional coaching through Oliva Health
• English classes
• Soft skills training

Automat-it is committed to fostering a workplace that promotes equal opportunities for all and believes that a diverse workforce is crucial to our success. Our recruitment decisions are based on your experience and skills, recognizing the value you bring to our team.