Guru Technologies

Client Partner

• Own Guru's day-to-day relationship with AWS Partner Development Managers and account teams
• Represent Guru in co-sell, ACE, and Marketplace conversations
• Own deal registration and pipeline through AWS ACE
• Keep Guru's book of business discoverable and above AWS activity thresholds
• Build and run enablement for AE and CSE teams on AWS co-sell mechanics
• Lead Guru's pursuit of AWS partner competencies and cohorts
• Coordinate required case studies and technical reviews
• Identify and close AWS Marketplace private offers and co-sell opportunities
• Partner with Sales and Customer Success on renewals and expansions using AWS credits and Marketplace mechanics
• Track and report on registered opportunities, credit utilization, and partner-influenced revenue
• Report to the Director of Partner Development
• Work closely with Sales and Customer Success to make the AWS relationship a growth engine

Senior Partner Development Manager

Account Executive

• Own a high-volume, tiered growth book
• Manage renewals and expansion across a large portfolio of accounts
• Prioritize daily and weekly activities based on renewal date, usage signals, and risk
• Handle ad-hoc commercial and subscription questions with urgency
• Proactively manage account health across the book
• Leverage product and customer data, usage patterns, growth rates, and account signals to identify, pursue, and close expansion opportunities
• Develop new champions to expand usage within new teams and departments
• Execute a consistent, repeatable renewal cadence across the full book
• Complete dozens of renewals per month using standard playbooks
• Identify accounts where usage data points to expansion and run an efficient motion to capture it
• Maintain accurate, up-to-date Salesforce records for pipeline, forecast, activity, and account context
• Partner with Customer Solutions Engineers and marketing
• Report to the Director of Sales

Growth Account Executive II

Sales Engineer

• Lead technical deep-dive sessions on strategic opportunities and surface prospects’ requirements
• Stand up sessions where prospect engineers put Guru to the test
• Own the product side of every demo end to end
• Translate retrieval accuracy, citations, permissions, and governance into buyer-focused presentations
• Coordinate responses to security questionnaires, RFIs, and RFPs with engineering, security, and product
• Partner with Account Executives on strategic enterprise deals
• Own the technical aspects of deal cycles while AEs own commercial relationships
• Build and automate a self-service demo capability for the GTM team
• Hand off demo capabilities cleanly to CSE or implementation at close
• Stay ahead of the product and feed field insights to product and GTM leadership
• Own the demo playbook by segment, vertical, or use case
• Travel for executive presentations on strategic deals
• Report to the Director of Sales

Senior Partner Development Manager

Growth Account Executive II

Senior Sales Engineer