POS-31416

Principal Partner Manager - AWS Co-Sell Alliance Manager

Role Summary

Our mission at HubSpot is to help millions of organizations grow better. As the AWS Co-Sell Alliance Manager, you will be pivotal in establishing and nurturing a strong co-sell motion as a part of HubSpot’s strategic partnership with Amazon Web Services (AWS). This is a key growth driver within our GTM organization, where you will collaborate with our sales teams, product marketing, partner operations, and AWS in this cross-functional role. Reporting to the Director, Technology Partnerships, you will oversee all AWS-related co-sell activities and have significant opportunities for leadership and executive visibility.

What You’ll Do

Develop and execute a comprehensive co-sell strategy that strengthens HubSpot’s partnership with AWS.
Build and maintain relationships across AWS teams to foster collaboration and mutual success.
Identify, pursue, and manage joint business opportunities that drive revenue and market expansion.
Partner with HubSpot sales and AWS account teams to coordinate co-sell activities and pipeline development.
Create joint go-to-market plans with AWS and HubSpot’s technology partners to deliver measurable outcomes.
Lead participation in AWS partner programs and drive progress toward achieving key AWS competencies.
Represent HubSpot as a thought leader within the AWS ecosystem through events, campaigns, and enablement initiatives.
Deliver co-sell enablement content and training to internal and AWS field teams to strengthen technical and commercial alignment.
Track and report on co-sell pipeline, revenue performance, and key partnership metrics.

What You’ll Bring

Required Qualifications

6+ years of experience in business development, strategic alliances, or channel sales within a SaaS organization.
3+ years of direct experience co-selling with AWS in a SaaS environment, driving measurable revenue growth.
Deep understanding of AWS go-to-market structure, field incentive programs, and partner ecosystems.
Proven ability to build and manage complex relationships across business and technical teams.
Strong communication and executive presentation skills with the ability to influence senior stakeholders.
Demonstrated success in developing and executing partnership strategies that deliver joint business results.
Strategic, analytical, and highly organized with a track record of managing multiple priorities.
Self-motivated, resourceful, and comfortable working in a fast-paced, matrixed environment.

Nice-to-Have Qualifications

Experience with AWS Marketplace listings and integrations.
Familiarity with AWS competency programs and certification frameworks.
Experience managing cross-functional teams on global go-to-market initiatives.
Understanding of HubSpot’s platform and value proposition within the AWS ecosystem.

Where You’ll Work

Location: Remote, United States
Work Model: Remote
Travel: 3-5 trips per year

Application Requirements

Deadline: N/A
Application Language: English
Required Materials: Resume/CV only (no cover letter required)

We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.

If you need accommodations or assistance due to a disability, please reach out to us using this form.

At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.

If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements

Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.

India Applicants: link to HubSpot India's equal opportunity policy here.

About HubSpot

HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.

At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.

We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.

Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.

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Principal Partner Manager