AWS GTM & Partnerships Manager, ES
About The Position
Automat-it is an all-in AWS Premier Partner and Managed Services Provider specializing in the startup ecosystem. With over 800 customers and 500+ AWS certifications, Automat-it brings hands-on expertise in AI, DevOps, and FinOps to empower fast-paced startups to grow, deliver & win. Our customers save significant time-to-market and optimize their cloud performance and costs.
We work across EMEA and the US, fueling innovation and solving complex challenges daily. Join us to grow your skills, shape bold ideas, and help build the future of tech.
We're looking for a hungry, hands-on AWS GTM & Partnerships Manager to join our growing Go-to-Market team. You'll work directly with startups and ISVs across EMEA, helping them grow on AWS through Marketplace, Co-Sell, partner programs, and alliance enablement.
This is a high-impact role for someone who knows the AWS partner ecosystem inside out, whether you built that expertise as a PDM at AWS working with startups, or as a GTM / alliances lead at a startup or ISV navigating AWS programs firsthand.
You'll own execution across multiple customer engagements, drive partner enablement, and help shape how we scale our AWS GTM practice.
📍 Work location - hybrid from Madrid
Please submit your CV in English
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.
#LI-hybrid #LI-AIT
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