The Challenge
AWS is hunting for someone to own SMB growth across North America—a partner-led market worth serious dollars. You'll orchestrate sales, partner marketing, field ops, and demand gen into one coherent motion instead of siloed chaos.
Your Mission
Map the current SMB marketing ecosystem across NAMER: identify all active programs, channels, and partner motions; assess gaps and overlaps; establish a single source of truth for SMB initiatives.
Launch first integrated SMB GTM campaign combining partner channels + ABM-lite direct engagement; define success metrics (pipeline, conversion, partner engagement).
Build strategic relationships with 5-7 key channel partners; understand their SMB go-to-market priorities and co-create at least 2 joint marketing plays.
Establish cross-functional governance: weekly sync structure with Sales, Partner Sales, Field Marketing, and Demand Gen; agree on shared OKRs and decision rights.
Scale the integrated SMB GTM motion to 3+ campaigns across different vertical/partner segments; demonstrate 20%+ pipeline lift vs. control baseline.
Build a replicable ABM-lite playbook for SMB: targeting model, account selection, personalized content, partner coordination framework; document and train broader team.
Establish measurement infrastructure: partner contribution dashboard, attribution modeling, ROI tracking by channel/program; publish monthly SMB marketing health report to leadership.
Identify and pilot 2-3 AI-accelerated tools (content generation, campaign optimization, partner insights) to improve efficiency and creative velocity.
KPIs You'll Own
Pipeline generated (SMB segment)
Total qualified pipeline dollars attributed to SMB marketing initiatives, tracked by partner vs. direct channel.
Partner engagement velocity
Number of active co-marketing campaigns, partner participation rate, and joint MDF spend deployed.
Campaign conversion rate (ABM-lite)
Percentage of targeted SMB accounts that convert to customer within 6 months; measured against non-targeted cohorts.
Cross-functional alignment score
Qualitative + quantitative measure of program alignment; shared OKR achievement rate across Sales, Partner Sales, Field Marketing.
Marketing efficiency ratio (MER)
Pipeline generated divided by marketing spend; target 3:1 or better for SMB segment.
Tools & Stack
Your Team
Your Manager
Head of North America Partner Marketing
Current Team
NAMER Partner Marketing team; dotted-line influence over Sales, Partner Sales, Field Marketing, Demand Gen, and Digital teams
New leadership role to centralize and scale SMB motion
The Package
Salary
$160K-$200K base
Variable
Likely 15-25% annual bonus tied to pipeline/GTM execution
Equity
Stock options (standard for AWS L6-L7 equivalent)
Remote
On-site, Austin, TX; full-time
Benefits & Perks
Company Intelligence
Amazon Web Services (AWS) is the world's leading cloud infrastructure provider, serving millions of customers globally. NAMER Partner Marketing is at the core of AWS's growth engine, driving customer acquisition through an extensive partner ecosystem. The SMB segment represents a significant high-growth opportunity largely driven through indirect (partner-led) channels.
Customers
Millions globally across enterprises, mid-market, and SMBs
Culture
Fast-paced, cross-functional, data-driven; expects leaders to operate with influence across silos; bias toward action and experimentation
Is This Role For You?
- You've built or scaled partner/channel marketing programs at scale and understand the complexity of coordinating indirect + direct sales motions.
- You're equally comfortable in a C-suite strategy session and a Zoom call debugging campaign execution with program managers—no ego about rolling up sleeves.
- You obsess over pipeline metrics, attribution, and ROI; you speak fluent analytics and can translate data into narrative for executives.
- You thrive in complexity and ambiguity; you actually find energy connecting dots across large, matrix organizations instead of being frustrated by it.
- You're curious about AI/emerging tools and eager to experiment with them to accelerate creative and campaign work (not just talk about it).
- You want to own a single channel or program; this role is 100% orchestration and cross-functional alignment, not individual tactical execution.
- You need formal authority to get things done; you'll succeed or fail based on credibility, influence, and relationship-building, not a large direct team.
- You're uncomfortable with ambiguity or lack detailed specifications upfront; AWS will expect you to define strategy AND be hands-on in execution gaps.
Interview Process
Initial Screening
Recruiter call on experience with partner marketing, GTM strategy, and cross-functional leadership.
Leadership Interview (Round 1)
Conversation with Head of North America Partner Marketing or direct report; focus on vision for SMB motion, past examples of orchestrating complex programs.
Peer Panel (Round 2)
Interviews with stakeholders from Sales, Field Marketing, and Demand Gen; assess credibility, communication style, and ability to influence across silos.
Case Study / Work Simulation
Present a GTM strategy for a hypothetical SMB initiative (partner + direct channels); how you'd measure success, identify cross-functional needs, build the plan.
Executive Alignment (Final Round)
Conversation with senior leadership (possibly VP level) on organizational fit, executive presence, and alignment on role scope.
Interested in this role?
Apply now and hear back within days, not weeks.
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About Growth Marketing Roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.