Senior Partner Development Manager

Guru Technologies

. Own Guru's day-to-day relationship with AWS Partner Development Managers and account teams .

Posted 9/23/2026full-timePhiladelphia • United StatesSenior💰 $150,800 - $204,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing AWS partnerships and driving revenue growth through co-sell strategies, with a strong focus on pipeline management and stakeholder collaboration. Proficient in utilizing AWS tools and frameworks to enhance partner relationships and achieve business objectives.

Highest-signal resume keywords

AWS Partner Development ManagementCo-Sell Strategy ExecutionPipeline ManagementSalesforce-to-ACE IntegrationB2B Software Partnerships

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

AWS ACEAWS MarketplacePartner CentralISV AcceleratePartner Relationship Management (PRM)Knowledge ManagementEnterprise SearchAI/ML Infrastructure

Soft Skills

Strong Written CommunicationStrong Verbal CommunicationOrganizational Rigor

Tools & Technologies

SalesforceAWS Bedrock

Industry Keywords

B2B SoftwarePartnershipsAlliancesBusiness DevelopmentStartup Environment

Tech Stack

Tools & technologies

AWS

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

5+ years in partnerships, alliances, or business development at a B2B software company
In-house AWS experience (Partner Development Manager, Partner Solutions Architect, or ISV/Partner Sales) with hands-on knowledge of ACE, Marketplace, ISV Accelerate, and partner competencies, or startup-side experience building or scaling an AWS co-sell and marketplace motion from the ground up
Experience with Partner Central and Marketplace listing through ACE activation and competency attainment
Track record of turning a partnership into measurable pipeline and revenue
Comfort operating with technical stakeholders and commercial stakeholders
Strong written and verbal communication skills
Organizational rigor to run a motion spanning many accounts and stakeholders
Track record thriving in a fast-moving startup environment
Familiarity with AWS Bedrock or other AI/ML infrastructure is nice-to-have
Experience with a partner relationship management (PRM) tool and Salesforce-to-ACE integrations is nice-to-have
Existing relationships within AWS's ISV or partner organization is nice-to-have
Experience in knowledge management, enterprise search, or adjacent B2B SaaS category is nice-to-have
Must be authorized to work in the US
Must reside in a state where Guru is a registered employer

Benefits

Comp & perks

Employee Incentive Stock Option Plan
Generous medical benefits package
Tax-advantaged accounts
401k
Unlimited Flexible Time Off
Paid Parental, Family & Medical Leave
Wellness Stipend
Tuition Stipend
Guru-sponsored company & team events, no matter where you work
$10,000 personal travel reimbursement at five-year anniversary
$20,000 personal travel reimbursement at ten-year anniversary
Flexible hybrid work with autonomy to manage your schedule
3-4x per year travel for meaningful company events
Growth trajectory with senior individual-contributor impact without management overhead