guru-careers~6h ago

Senior Partner Development Manager, AWS

(united States)Remotesenior

OtherPartner Development Manager

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Quick Summary

Key Responsibilities

Manage Guru's day-to-day relationship with AWS Partner Development Managers and account teams, representing Guru in co-sell, ACE, and Marketplace conversations.

Requirements Summary

5+ years in partnerships, alliances,

Technical Tools

OtherPartner Development Manager

AI is everywhere at work now, but it's only as good as the knowledge behind it. When that knowledge is scattered, outdated, or ungoverned, AI gives confident, wrong answers, and that's a real problem for companies trusting it with sensitive information. Guru fixes that at the foundation: we structure your company's knowledge, govern and continuously improve it, and power every AI and human workflow from one trusted source, with permissions and citations built in.

We're a Series C venture-backed company, built lean and AI-native on purpose. That means less bureaucracy and more room for you to make a real impact, fast.

We believe in cultivating a welcoming, inclusive culture that encourages personal growth through hard work and enjoying the journey along the way. Launched in September 2015, our vision is backed by an incredible group of investors, including FirstMark Capital, Salesforce, Michael Dell, the Slack Fund, Emergence Capital, Thrive Capital, and Accel. As we enter our next stage of growth, we're looking for passionate people to join us.

This is a full-time position that can be performed [Remotely and/or out of our Philadelphia] office. Re-location and/or Visa Sponsorship is not included in our hiring package. Applicants will need to be authorized to work in the US and residing in a state where Guru is a registered employer.

What We Offer

~1 min read

Enterprise buyers running on AWS want to procure through AWS, and they want partners who know ACE, Marketplace, and co-sell mechanics cold. As our Senior Partner Development Manager, AWS, you're the person who makes that possible: registering deals, structuring private offers, and keeping Guru's AWS relationship healthy enough that it shows up in renewals and expansions, not just net-new pipeline.

You'll also build the enablement that lets the rest of the AE and CSE teams run AWS co-sell motions themselves, so the relationship scales past what one person can personally manage.

✓Competitive salary

✓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

✓Thrive After Five: in recognition of our long-tenured employees, Guru celebrates your five year anniversary with a $10,000 personal travel reimbursement

✓Again at Ten: in recognition of our long-tenured employees, Guru celebrates your ten year anniversary with a $20,000 personal travel reimbursement

You Know AWS Partnerships From the Inside

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, from Partner Central and Marketplace listing through ACE activation and competency attainment

You Turn Partnerships Into Pipeline

5+ years in partnerships, alliances, or business development at a B2B software company
A track record of turning a partnership into measurable pipeline and revenue, not just relationship-building
Comfort operating with both technical stakeholders (Solutions Architects, engineering) and commercial ones (account managers, sales leadership)

You Build Process as Much as You Execute It

Strong written and verbal communication skills, and the organizational rigor to run a motion spanning many accounts and stakeholders
A track record thriving in a fast-moving startup environment

Responsibilities

~1 min read

Requirements

~1 min read

5+ years in partnerships, alliances, or business development at a B2B software company
In-house AWS experience or startup-side experience building an AWS co-sell and marketplace motion
A track record of turning a partnership into measurable pipeline and revenue
Strong written and verbal communication skills and organizational rigor
Comfort operating with both technical and commercial stakeholders

Familiarity with AWS Bedrock or other AI/ML infrastructure, and how AI workloads factor into AWS's partner incentives
Experience with a partner relationship management (PRM) tool and Salesforce-to-ACE integrations
Existing relationships within AWS's ISV or partner organization
Experience in knowledge management, enterprise search, or an adjacent B2B SaaS category