Are you passionate about startups and the Partner ecosystem that powers them? We're looking for a driven Partner Sales Manager to join our Startup Partner Sales team, covering France out of Paris.

In this role, you'll work at the intersection of AWS's most innovative Technology Partners — ISVs, SaaS companies, resellers, and systems integrators — and the fast-growing startup customers they serve. Unlike a traditional alliance role, this is deeply embedded in the startup ecosystem: you'll engage with the communities, accelerators, and venture-backed companies that are shaping the future of technology.

You'll build and execute Partner go-to-market strategies that drive AWS adoption among startups, develop joint value propositions with Partners, and grow a healthy pipeline through co-sell motions. France's startup scene is one of the most dynamic in Europe, and you'll be at the center of it.

This role is ideal for someone who thrives in fast-paced environments, is comfortable navigating ambiguity, and has a genuine curiosity for emerging technologies and disruptive business models. If you understand both the Partner landscape and the startup mindset, we want to talk to you.

Key job responsibilities
Drive joint Partner-to-startup co-sell engagements by connecting AWS Technology Partners (ISVs, SaaS platforms, resellers) with Startup Account teams to generate qualified pipeline and close deals.

Build and execute a quarterly go-to-market plan with priority Partners, ensuring alignment with startup customer needs and AWS revenue goals.

Develop deep relationships with Partner field sales and executive leadership, positioning AWS as their preferred cloud platform for startup customers.

Identify and activate reseller Partners in the French startup ecosystem — a segment where reseller motions are more prominent than in other customer segments.

Engage with local startup communities, accelerators, VCs, and tech hubs across France to surface new partnership and co-sell opportunities.

Collaborate with AWS Startup Business Development, Solutions Architects, and Partner Solution Architects to deliver joint technical and commercial value propositions.

Own and report on pipeline metrics, co-sell revenue targets, and Partner engagement KPIs through structured business reviews.

Support contract negotiations and commercial constructs (e.g., partner private pricing, funding programs) by liaising with internal stakeholders.

A day in the life
Your morning might start with a call alongside a Partner's sales team pitching a joint solution to a Series B startup in Station F. By midday, you're reviewing pipeline with your top reseller Partners in Paris, ensuring upcoming deals are tracking. In the afternoon, you join a startup accelerator demo day to spot emerging co-sell opportunities. You end the day prepping a business review for your leadership, highlighting how a new ISV partnership drove 30% of quarterly pipeline. Every day is different — but every day is about connecting the dots between Partners and startups.

About the team
The Startup Partner Sales team is a tight-knit group within AWS that sits at the crossroads of two of the most dynamic ecosystems: Partners and Startups. We work with the leading-edge and most innovative Technology Partners — from fast-growing ISVs to specialist resellers — helping them co-sell into the startup segment. Our team covers EMEA, and we operate with a startup mindset ourselves: we move fast, experiment, and obsess over results. If you're energized by new technology, enjoy building from scratch, and want a front-row seat to innovation, you'll feel at home here.

Basic qualifications

• 5+ years of experience in partner sales, business development, channel management, or alliance management
• Experience working in or with the technology startup ecosystem (e.g., as a vendor, Partner, or in a startup-focused role)
• Experience building and executing go-to-market plans with technology partners that resulted in measurable pipeline or revenue growth
• Demonstrated track record of meeting or exceeding revenue targets
• Fluent in English and French (native or near-native French proficiency)

Preferred qualifications

• Experience working in or selling to startups or scaleups in France
• Relationships or active involvement in French startup communities, accelerators, or VC ecosystems
• Experience managing reseller or distribution partnerships (not just direct SI/ISV alliances)
• Familiarity with cloud computing and IaaS/PaaS platforms
• Experience with Partner-led sales motions (e.g., co-sell, referral programs, marketplace)
• MBA or advanced degree in business, technology, or related field

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