**Description**
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 Central Europe out of Zurich.


In this role, you'll work at the intersection of AWS's most innovative Technology Partners — ISVs, GenAI and SaaS companies, resellers, and system 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. Central Europe's startup scene — from Zurich and Vienna to Warsaw, Athens, and beyond — is thriving, and you'll be at the center of it.


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.


Key job responsibilities



- Drive joint Partner-to-startup co-sell engagements by connecting AWS Partners (ISVs, GenAI, SaaS, resellers, Consulting Partners) 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 Central European startup ecosystem.
- Engage with local startup communities, accelerators, VCs, and tech hubs across Switzerland, Austria, and Eastern Europe to surface new partnership and co-sell opportunities.
- Collaborate with AWS Startup Business Development, and Solutions 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.

A day in the life


Your morning might start with a call alongside a Partner's sales team pitching a joint solution to a Series B startup in Vienna. By midday, you're reviewing pipeline with your top reseller Partners in Switzerland, 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.


**About The Team**
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 Partners — from fast-growing Technology Partners 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.


**Basic Qualifications**

- 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 Partners that resulted in measurable pipeline or revenue growth.
- Demonstrated track record of meeting or exceeding revenue targets.
- Fluent in English.

**Preferred Qualifications**

- Experience working in or selling to startups or scaleups.
- Relationships or active involvement in Central European startup communities, accelerators, or VC ecosystems (e.g., Zurich tech scene, Vienna startup ecosystem, CEE tech hubs).
- Experience managing reseller or distribution partnerships.
- Familiarity with cloud computing, GenAI, and IaaS/PaaS platforms.
- Experience with Partner-led sales motions (e.g., co-sell, referral programs, marketplace).
- Proficiency in additional languages relevant to the territory (German, French, Italian, Polish, Greek...).
- MBA or advanced degree in business, technology, or related field.

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy\_page) to know more about how we collect, use and transfer the personal data of our candidates.


Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.



**Company**
- AWS EMEA SARL (Switzerland Branch)


Job ID: A10450504