AWS - Partner Development Manager / Sr. Manager

San Francisco, CA
30+ days ago

Job Description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Products and Technology

Job Details

About the role:

Are you passionate about exploring new business models and building “elite” strategic partnerships? MuleSoft is looking for an experienced partner development manager, who is inventive and creative, to help take MuleSoft’s strategic partnership with AWS to the next level. You will possess deep expertise in the world of partnerships, practical knowledge working with AWS, and you have deep knowledge of the software and cloud solutions.

This role is critical in driving MuleSoft’s partnership and business with Amazon Web Services (AWS). You are responsible for building and nurturing MuleSoft’s strategic relationship with AWS field teams and driving co-selling and co-marketing activities with AWS

Success will depend on your ability to balance strategic-thinking with methodical execution; build effective and enduring relationships; drive highly cross-functional processes, and blend product and industry expertise with pragmatic considerations to focus on tangible outcomes.


  • Lead day-to-day relationships and activities with AWS & MuleSoft field teams

  • Drive co-selling activities with AWS to generate net new opportunities, expansions, and alignment of field selling personnel

  • Work with the MuleSoft field and the AWS field and marketplace teams to successfully drive transactions via the AWS marketplace

  • Coordinate the GTM execution with SI’s / GSI’s , Partner Sales teams, and continuously manage alliance performance metrics and outcomes

  • Be the expert in MuleSoft’s AWS sales messaging, motions, and organizational alignment between the two organizations;

  • Working with Marketing, develop AWS/MuleSoft collateral and resources that can be used for both internal/sales enablement as well as for end-customers

  • Collaborate with the all-in AWS partnership team at Salesforce to drive alignment and uncover new partnership opportunities

  • Be entrepreneurial – Identify and share new opportunities to pursue together with AWS, and MuleSoft’s sales team

  • Support AWS/MuleSoft events (re:Invent, Dreamforce, MuleSoft Connect, etc) and how each will be optimized globally


  • Extensive experience within Software and/or SaaS companies running Alliance Partnerships with a strong track record of success. Experience leading AWS is preferred.

  • Experience driving partner relationships across a range of business activities (engineering/product alignment, joint solution development, marketing, and sales engagement)

  • Recent and detailed working knowledge of the AWS partner/field org

  • Knowledge of integrations and API (i.e. MuleSoft’s core market) is a plus

  • Knowledge of cloud players & cloud infrastructure is a plus

  • Strong executive presence, including communication and presentation skills with a high degree of comfort to both large and small audiences.

  • Extensive experience working with virtual teams across functions and geographies

  • Proven ability to collaborate effectively with Marketing and deliver partner oriented marketing campaigns (blogs, webinars, events, etc)

  • Strong problem-solving skills and ability to think strategically and creatively about business problems. Ability to work towards business outcomes individually and collaboratively. Does not shy away from executing the strategy “hands on”.

  • Embrace change and contribute to the overall success of MuleSoft

  • 5+ years of experience working on enterprise technology or cloud partnerships


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