•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
•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.