Senior Partner Manager, AWS

About the role

Vercel is building the infrastructure for the next generation of web development, focusing on agentic workflows and high-performance production environments. We are seeking a Senior Partner Manager to lead our strategic alliance with AWS and drive revenue through collaborative sales motions. The hire will own the end-to-end execution of the North American co-sell strategy with AWS, directly influencing pipeline and revenue growth. They will act as the primary liaison between Vercel and AWS field organizations, ensuring alignment on joint account priorities and shared objectives. This role requires navigating complex enterprise sales motions to unlock new business opportunities and expand existing relationships. The Senior Partner Manager will be responsible for facilitating high-impact executive business reviews to maintain deal momentum and overcome strategic hurdles. Success in this position will be measured by the ability to train and enable AWS sellers, Partner Development Managers, and Partner Solution Architects on Vercel's technical value and use cases. Ultimately, the role will lead go-to-market initiatives and joint marketing efforts at major industry events to strengthen the partnership and drive market awareness.

Key facts

What you'll do

• Define and implement the North American co-sell strategy to increase pipeline and revenue growth with AWS.
• Coordinate with AWS field teams to build joint account plans and territory strategies alongside Vercel Account Executives.
• Manage co-sell opportunities through the AWS ACE portal and utilize programs like ISV Accelerate and AWS Marketplace.
• Facilitate account mapping and executive business reviews to maintain momentum on high-impact deals.
• Train AWS sellers, Partner Development Managers, and Partner Solution Architects on Vercel's technical value and use cases.
• Lead go-to-market activities and joint marketing efforts at major industry events like AWS re:Invent and regional summits.
• Monitor and report on key performance indicators including influenced revenue and Marketplace transaction volume.
• Work across internal departments to resolve blockers and align on joint sales priorities.
• Develop and maintain detailed account maps to identify multi-threaded relationships and strategic touchpoints.
• Collaborate with Product and Engineering teams to provide feedback on AWS integration requirements and feature requests.
• Leverage data analytics to forecast pipeline, track progress, and optimize co-sell performance against targets.
• Represent Vercel in key AWS steering committee meetings to ensure strategic alignment and executive sponsorship.
• Identify new use cases and customer success stories to create joint reference programs and battle-tested playbooks.
• Partner with Customer Success to ensure seamless onboarding and ongoing support for AWS joint customers.

Requirements

• Minimum 5 years of experience in partner sales, alliances, or channel leadership within the cloud infrastructure or SaaS sectors.
• Demonstrated success in co-selling with AWS and navigating their field organization.
• Experience leading executive business reviews and complex territory planning.
• Ability to explain technical platform capabilities and digital transformation concepts.
• Proficiency in managing cross-functional stakeholders and driving consensus in large organizations.
• Analytical approach to tracking co-sell activities and revenue outcomes.
• Strong written and verbal communication skills to articulate value propositions to executive audiences.
• Proven ability to work in a fast-paced, deadline-driven environment with ambiguous priorities.
• Experience with CRM tools such as Salesforce and collaboration platforms like Slack and Zoom.
• Willingness to travel regionally for key industry events and customer meetings as needed.
• Commitment to upholding Vercel's values of transparency, collaboration, and customer obsession.
• Ability to manage multiple priorities simultaneously while maintaining attention to detail.
• Familiarity with AWS terminology, programs, and partner policies is mandatory for success in this role.

Nice to have

• Experience with AWS ACE portal, AWS ISV Accelerate, and AWS Marketplace.
• Background in enterprise co-sell strategy and account mapping.
• Knowledge of pipeline forecasting and performance analytics.
• Familiarity with Vercel products such as Next.js and related developer tools.
• Experience in training and enabling sales teams on technical platform capabilities.
• Participation in major industry events such as AWS re:Invent and regional summits.

Practical notes

• Compensation includes a competitive salary, equity, and variable pay.
• The OTE range for San Francisco is $175,000 to $270,000, with adjustments based onlocation and experience.
• Benefits include an inclusive healthcare package, flexible time off, professional development support, and a home office stipend.
• This role requires in-office attendance on Mondays, Tuesdays, and Fridays.
• Engagement is Full-time.
• Location options include San Francisco, New York City, and Austin in a Hybrid arrangement.
• Candidates must be eligible to work in the United States without requiring sponsorship for this position.
• No sponsorship is available for this role at this time.
• The role does not specify a work hour limit within the full-time engagement.
• Travel may be required regionally for events and customer meetings as outlined in the job requirements.
• Applications will be reviewed on a ongoing basis until the position is filled.
• The candidate must be able to start within a reasonable timeframe as determined by the hiring team.
• Relocation is not offered for this position.
• The candidate must comply with all employment eligibility verification requirements as applicable.