Small and Medium Business Initiative Lead , North America Partner Marketing

About the position

Amazon Web Services (AWS) is seeking an exceptional Small and Medium Business

(SMB) Initiative Lead to join our North America Partner Marketing team. This is

a unique opportunity to shape the future of SMB growth at AWS by building and

executing innovative marketing strategies that leverage our extensive partner

ecosystem to drive customer acquisition and business impact.

AWS is seeking a Small and Medium Business Initiative Lead to serve as the

central connector, strategic driver, and voice of SMB marketing across North

America. This is a high-visibility, cross-functional leadership role embedded

within the NAMER Partner Marketing organization, reporting directly to the Head

of North America Partner Marketing.

The North America Partner Marketing team is at the forefront of AWS's growth

strategy, working at the intersection of partner priorities and customer

acquisition. As the SMB Initiative Lead, you will be responsible for developing

and executing comprehensive marketing strategies for priority go-to-market (GTM)

initiatives targeting the small and medium business segment, a market that is

largely partner-led and represents significant growth opportunity for AWS.

The SMB Lead is the person who makes this strategy work in practice. This role

sits at the intersection of multiple teams, programs, and motions — sales,

partner sales, partner marketing, field marketing, digital, events,

distribution, and AWS-led demand generation — and is responsible for ensuring

they operate as a coherent, aligned system rather than a collection of

independent efforts. The role requires someone who is equally comfortable in a

strategic planning session with senior leadership and a working session with

program managers, translating between vision and execution with clarity and

credibility.

In this role, you will drive strategic marketing initiatives that combine

indirect sales motions through partners with direct customer engagement through

Account-Based Marketing (ABM) lite approaches. You'll build strategic

relationships with key channel partners, create compelling marketing campaigns, and establish measurement frameworks to track performance and optimize ROI. This

position requires a strategic thinker who can operate both at the 30,000-foot

level and in the tactical details of campaign execution.

You will collaborate closely with North American Sales, Partner Sales,

Development, and Marketing teams, as well as Field Marketing stakeholders, to

ensure seamless execution of integrated marketing programs. Your work will

directly impact AWS's ability to reach and convert small business customers

through both partner channels and direct touchpoints.

This is not a role for someone who wants to own a single channel or program. It

is a role for a marketing leader who thrives on complexity, operates with

influence rather than authority, and finds energy in connecting dots across a

large, fast-moving organization. The ideal candidate brings deep experience in

partner or channel marketing, a strong command of pipeline metrics and marketing

analytics, the executive presence to represent SMB marketing at the highest

levels of the organization, and the curiosity and capability to apply emerging

AI tools to accelerate their work.

Responsibilities

• Serve as the single point of coordination for SMB marketing across NAMER, connecting partner marketing, field marketing, digital, events, and AWS-led demand generation into a coherent, aligned system
• Align AWS-Originated (AO) and Partner-Originated (PO) pipeline strategies into a unified SMB go-to-market narrative
• Facilitate regular working sessions with stakeholders across Partner Sales, Partner Development, Field Marketing, and Global SMB Partner Marketing to ensure program coherence and shared accountability
• Represent the NAMER SMB marketing organization in cross-functional forums, leadership reviews, and AGI planning cycles
• Build and maintain a regular SMB marketing reporting cadence for senior leadership, covering pipeline contribution, program performance, and progress against AGI goals
• Synthesize inputs across programs and teams into clear business reviews and executive briefings
• Proactively identify gaps, risks, and opportunities across the SMB marketing portfolio and communicate recommendations to leadership
• Develop and manage the SMB marketing budget across partner-funded (MDF/SCA) and AWS-funded programs
• Ensure MDF and SCA investments are deployed effectively across strategic partners and scalable programs, aligned with AWS Growth Initiative priorities
• Identify opportunities to extend SMB marketing reach through incremental budget requests, with clear business case and expected ROI
• Orchestrate multi-channel campaigns spanning digital, events, email, and partner channels to drive pipeline across AO and PO motions
• Integrate ABM lite strategies targeting high-value small business prospects with personalized marketing experiences, identifying and prioritizing target accounts across the three GTM initiatives
• Collaborate with AWS digital and events teams (re:Invent, AWS Summits) to amplify SMB-specific messaging and capture demand
• Build and maintain strategic relationships with key channel partners to amplify marketing reach and effectiveness
• Develop co-marketing campaigns, joint value propositions, partner enablement playbooks, and marketing toolkits to ensure consistent messaging across the partner ecosystem
• Establish and track partner performance metrics and regular review processes to optimize partnership ROI
• Establish measurement frameworks to track campaign performance, partner engagement, and customer acquisition metrics
• Conduct regular analysis of marketing effectiveness, delivering actionable insights and recommendations for optimization
• Present performance updates to leadership, highlighting successes, challenges, and strategic recommendations

Requirements

• 6+ years of professional non-internship marketing experience
• Experience building, executing and scaling cross-functional marketing programs
• Bachelor's degree in marketing, advertising, business or equivalent
• 5+ years of developing and managing marketing or channel programs experience
• Experience managing, analyzing and communicating results to senior leadership
• 10+ years of progressive B2B marketing experience, with demonstrated ability to operate in complex, matrixed organizations
• Demonstrated experience using generative AI tools (e.g., AI writing assistants, AI-powered analytics, or workflow automation) to improve marketing productivity and output quality

Nice-to-haves

• Experience driving direction and alignment with large cross-functional teams and agency partners
• Understanding of small business market dynamics and decision-making processes

Benefits

• health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage)
• 401(k) matching
• paid time off
• parental leave