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Senior Partner Development Manager, AWS

About Guru
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 When that knowledge is scattered, outdated, or ungoverned, AI gives confident, wrong answers, and that's a real problem for companies trusting it with sensitive information.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.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

All are welcome here. At Guru, being inclusive is very important to us. Regardless of race, age, ethnicity, sexual orientation, gender identification, or background.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us at talent@getguru.com to request accommodation.

The Opportunity
More of Guru's enterprise business runs through Amazon Bedrock and the AWS ecosystem every quarter, and that relationship needs a dedicated owner to turn it into a repeatable source of pipeline and revenue.
Guru is looking for a Senior Partner Development Manager, AWS to own our AWS co-sell and marketplace motion end to end. You'll report to our Director of Partner Development and work closely with Sales and Customer Success to make the AWS relationship a growth engine, not just a logo on a slide.
Why This Role Matters
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.
What Makes You the Perfect Fit
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

What You'll Actually Do
Own the AWS Relationship: Manage Guru's day-to-day relationship with AWS Partner Development Managers and account teams, representing Guru in co-sell, ACE, and Marketplace conversations.
Drive Pipeline Through ACE: Own deal registration and pipeline through AWS ACE, keeping Guru's book of business discoverable and above AWS's activity thresholds.
Enable the Field: Build and run enablement for Guru's AE and CSE teams on AWS co-sell mechanics: deal registration timing, ACE ask types, private offer structuring, and credit sizing.
Pursue Partner Status: Lead Guru's pursuit of AWS partner competencies and cohorts, coordinating the case studies and technical reviews they require.
Close Marketplace Deals: Identify and close AWS Marketplace private offers and co-sell opportunities across Guru's existing book and net-new pipeline.
Support Renewals and Expansion: Partner with Sales and Customer Success to use AWS credits and Marketplace mechanics as levers in renewals and expansions.
Report on Partnership Health: Track and report on registered opportunities, credit utilization, and partner-influenced revenue.
The Perks of Being Exceptional

Flexible hybrid work: Monday-Friday, with the autonomy to manage your schedule
Travel with purpose: 3-4x per year for meaningful company events (not endless road warrior life)
True influence: Your insights shape product development and company strategy
Growth trajectory: This senior IC role is designed for those who want massive impact without the management overhead

Requirements:

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

Nice-to-Have:

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

The base salary compensation range for the position outlined is $150,800-$204,000, depending on location. This role reports to the Director of Partner Development and is classified as IC5. We believe in reasonable accommodations and are committed to enabling qualified individuals with disabilities to perform essential functions successfully.

Benefits to you

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