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.

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📌 AWS GTM & Partnerships Manager, ES (Madrid)
🏢 Automat-IT
📍 Madrid