Partner Development Manager, AWS Partnership

Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

About The Team

We are looking for a high potential candidate to join Stripe’s Alliances and Channels (A&C) team as a Partner Development Manager (PDM). The PDM will work closely with A&C leadership, peer PDMs, GTM Sales, and current and future partners to build out the next iteration of Stripe's partner journey.

What you’ll do

This is both a partner relationship and a revenue-generating role, reporting to the Global A&C leadership. You will be responsible for cultivating and maintaining strong relationships with executives and sales teams at both Stripe and AWS to secure new business, negotiate, and close strategic partnerships in support of accelerating Stripe business globally. This role also includes executing Stripe’s global partner programs, partner marketing, partner enablement and partner co-selling initiatives globally, driving partner participation and engagement.

Responsibilities

Build broad relationships across partner, sales, marketing, product functions at AWS, including an organization map and establish Stripe’s team mapping to those functions

Develop a revenue generating joint GTM plan with AWS, that should include joint GTM activities (events, webinars, etc), how we engage with Partner’s AEs (enablement, co-sell plan), and other key ecosystem participants (SIs/agencies)

Develop and execute Stripe’s partner strategy with AWS, in alignment with Stripe’s regional business and global partner strategy

Cultivate deep relationships with AWS’ cross functional leadership team, optimize partner performance through business reviews, identify additional business opportunities to expand revenue

Establish QBR cadence, and lead both the preparation (presentation) and run quarterly QBR meetings

Own joint revenue generating GTM plan, and lead the cross functional execution to deliver on that plan. This will likely include working with marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral

Serve as an advocate for the your partners and identify areas for growth via partnerships

Finalize operational and contracting details with prospective partners through collaboration with Legal and Finance team

Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style

Who You Are

As a successful candidate, you will have experience in driving go-to-market (GTM) and partner/alliance/ecosystem management either at AWS or at an ISV partner of AWS. This role requires experience in building and growing channel partner and alliances relationships, including evaluating and recruiting new partners, negotiating strategic commercial agreements and driving joint sales success. The successful candidate will have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally. An understanding of the economics of the payments space and the eCommerce ecosystem is a plus.

Minimum requirements

8+ years of experience in revenue generation and/or partnership/alliance management for enterprise software organizations

Successful track record of developing and growing partnerships, especially related to Cloud Marketplaces

Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape for enterprise software.

Strong ability to influence and inspire large virtual teams of internal and external cross-functional stakeholders across Sales, Marketing, Operations, Product and Engineering, in a highly matrixed environment

Strong written and verbal communication skills

Demonstrated ability to structure and negotiate high-value strategic partnership agreements with a C-level audience and follow through on the global execution of the partnership

Sound business judgment, proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results

Highly organized, multi-tasking skills, take ownership and be efficient in ambiguous situations

Willingness to travel

Bachelor’s Degree

Preferred Qualifications

MBA or other advanced degree

Experience Building Partnerships With Hyperscalers In The Enterprise Software Industry

Payments industry experience