Senior Partner Manager (AWS Alliance) - Voice AI Economy

Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. Over 200,000 developers and 1,300+ organizations rely on Deepgram’s voice-native foundation models, including industry leaders like Twilio, Cloudflare, and Jack in the Box. Deepgram’s AI models have processed over 50,000 years of audio and transcribed 1 trillion words.

This role is for a Senior Partner Manager focused on owning and growing Deepgram’s AWS alliance, the company’s largest and most strategic partnership. The mandate is to build enterprise relationships in healthcare and financial services, driving revenue through co-sell, co-build, and co-market strategies.

Key Responsibilities:

• Own a co-sell number for the AWS partnership and develop a plan to achieve it.
• Build and maintain senior relationships with AWS field teams, including Account Managers, Solutions Architects, Partner Managers, and industry/GenAI specialists.
• Source, register, and drive joint opportunities through AWS ACE while ensuring pipeline hygiene and attribution.
• Leverage AWS Marketplace as the default path for AWS-aligned deals, including listings, private offers, and channel partner private offers.
• Integrate AWS into Deepgram sales cycles as a closing lever, securing funding, credits, solutions architecture support, and executive backing.
• Collaborate with Deepgram’s product and engineering teams to co-build integrations across AWS services, incorporating partner and customer feedback into the roadmap.
• Co-market with AWS through joint campaigns, webinars, events, and roadshows, owning MDF (Marketing Development Fund) initiatives.
• Enable both Deepgram and AWS teams by teaching sellers how to work with AWS and educating AWS teams on Deepgram’s strengths and positioning.
• Develop vertical motion in healthcare and financial services, creating joint use cases, reference architectures, messaging, and target account lists.
• Manage a portfolio of partnerships beyond AWS, though AWS remains the priority.
• Report on partnership performance, including pipeline, influenced revenue, and Marketplace transactions.

Required Qualifications:

• Substantial hands-on experience managing an AWS partnership at a technology company, including co-sell, ACE, AWS Marketplace, competencies, and program mechanics.
• A track record of carrying and hitting a co-sell or partner-influenced number.
• Experience selling to or through the enterprise segment, with a preference for healthcare or financial services experience.
• A builder mindset with experience standing up a partnership motion from zero, not just operating inherited ones.
• Startup experience and comfort in a fast-paced, resource-constrained environment.
• Entrepreneurial instincts to identify opportunities, make internal cases, and execute.
• Technical fluency to hold credible architecture conversations with AWS Solutions Architects and translate insights for sellers.
• Strong written and verbal communication skills, with the presence to engage with AWS and Deepgram executives.
• An AI-first working style, leveraging AI tools daily for research, account planning, content, and analysis, demonstrating measurable improvements in output.
• A proven cross-functional operator, comfortable driving work through product, engineering, sales, marketing, legal, and finance without direct authority.

Nice-to-Have:

• Located in Seattle.
• Time spent at AWS or another hyperscaler, or managing a second hyperscaler alliance.
• Experience working with global and regional systems integrators on joint delivery.
• A strong understanding of AI, speech recognition, or voice agents.
• Fluency with Salesforce, AWS Partner Central, and Marketplace operations tooling.