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 Saa S 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, Agent Core, 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, Fin Ops, 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. #J-18808-Ljbffr

📌 Aws Gtm & Partnerships Manager, Es (Madrid)
🏢 Automat-IT
📍 Madrid