Startup Senior Partner Sales Manager

Who you are

• This role is ideal for someone who thrives in fast-paced environments, is comfortable navigating ambiguity, and has a genuine curiosity for emerging technologies and disruptive business models. If you understand both the Partner landscape and the startup mindset, we want to talk to you
• 5+ years of experience in partner sales, business development, channel management, or alliance management
• Experience working in or with the technology startup ecosystem (e.g., as a vendor, Partner, or in a startup-focused role)
• Experience building and executing go-to-market plans with technology partners that resulted in measurable pipeline or revenue growth
• Demonstrated track record of meeting or exceeding revenue targets
• Fluent in English and French (native or near-native French proficiency)
• Experience working in or selling to startups or scaleups in France
• Relationships or active involvement in French startup communities, accelerators, or VC ecosystems
• Experience managing reseller or distribution partnerships (not just direct SI/ISV alliances)
• Familiarity with cloud computing and IaaS/PaaS platforms
• Experience with Partner-led sales motions (e.g., co-sell, referral programs, marketplace)
• MBA or advanced degree in business, technology, or related field

What the job involves

• Are you passionate about startups and the Partner ecosystem that powers them? We're looking for a driven Partner Sales Manager to join our Startup Partner Sales team, covering France out of Paris
• In this role, you'll work at the intersection of AWS's most innovative Technology Partners — ISVs, SaaS companies, resellers, and systems integrators — and the fast-growing startup customers they serve. Unlike a traditional alliance role, this is deeply embedded in the startup ecosystem: you'll engage with the communities, accelerators, and venture-backed companies that are shaping the future of technology
• You'll build and execute Partner go-to-market strategies that drive AWS adoption among startups, develop joint value propositions with Partners, and grow a healthy pipeline through co-sell motions. France's startup scene is one of the most dynamic in Europe, and you'll be at the center of it
• Drive joint Partner-to-startup co-sell engagements by connecting AWS Technology Partners (ISVs, SaaS platforms, resellers) with Startup Account teams to generate qualified pipeline and close deals
• Build and execute a quarterly go-to-market plan with priority Partners, ensuring alignment with startup customer needs and AWS revenue goals
• Develop deep relationships with Partner field sales and executive leadership, positioning AWS as their preferred cloud platform for startup customers
• Identify and activate reseller Partners in the French startup ecosystem — a segment where reseller motions are more prominent than in other customer segments
• Engage with local startup communities, accelerators, VCs, and tech hubs across France to surface new partnership and co-sell opportunities
• Collaborate with AWS Startup Business Development, Solutions Architects, and Partner Solution Architects to deliver joint technical and commercial value propositions
• Own and report on pipeline metrics, co-sell revenue targets, and Partner engagement KPIs through structured business reviews
• Support contract negotiations and commercial constructs (e.g., partner private pricing, funding programs) by liaising with internal stakeholders
• Your morning might start with a call alongside a Partner's sales team pitching a joint solution to a Series B startup in Station F. By midday, you're reviewing pipeline with your top reseller Partners in Paris, ensuring upcoming deals are tracking. In the afternoon, you join a startup accelerator demo day to spot emerging co-sell opportunities
• You end the day prepping a business review for your leadership, highlighting how a new ISV partnership drove 30% of quarterly pipeline. Every day is different — but every day is about connecting the dots between Partners and startups
• The Startup Partner Sales team is a tight-knit group within AWS that sits at the crossroads of two of the most dynamic ecosystems: Partners and Startups. We work with the leading-edge and most innovative Technology Partners — from fast-growing ISVs to specialist resellers — helping them co-sell into the startup segment
• Our team covers EMEA, and we operate with a startup mindset ourselves: we move fast, experiment, and obsess over results. If you're energized by new technology, enjoy building from scratch, and want a front-row seat to innovation, you'll feel at home here