Manager, Partner Management (AWS) (San Francisco)

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Who We Are
At TwelveLabs, we are pioneering the development of cutting-edge multimodal foundation models that have the ability to comprehend videos just like humans do. Our models have redefined the standards in video-language modeling, empowering us with more intuitive and far-reaching capabilities, and fundamentally transforming the way we interact with and analyze various forms of media.

Who We Are
At TwelveLabs, we are pioneering the development of cutting-edge multimodal foundation models that have the ability to comprehend videos just like humans do. Our models have redefined the standards in video-language modeling, empowering us with more intuitive and far-reaching capabilities, and fundamentally transforming the way we interact with and analyze various forms of media.
With a $107 million in Seed and Series A funding, our company is backed by top-tier venture capital firms such as NVIDIAs NVentures, NEA, Radical Ventures, and Index Ventures, and prominent AI visionaries and founders such as Fei-Fei Li, Silvio Savarese, Alexandr Wang and more. Headquartered in San Francisco, with an influential APAC presence in Seoul, our global footprint underscores our commitment to driving worldwide innovation.
We are a global company that values the uniqueness of each persons journey. It is the differences in our cultural, educational, and life experiences that allow us to constantly challenge the status quo. We are looking for individuals who are motivated by our mission and eager to make an impact as we push the bounds of technology to transform the world. Join us as we revolutionize video understanding and multimodal AI.
About The Role
TwelveLabs is at the forefront of video AI technology, transforming how businesses understand and utilize their video data by leveraging our multimodal video foundation model. Our go-to-market team is dedicated to driving the adoption of these powerful models by helping customers power use cases.
As the AWS Alliance Manager , you will be a key member of Twelve Labs Go-To-Market (GTM) and partnerships strategy team, leading and expanding our relationship with Amazon Web Services (AWS). This is a highly strategic and execution-focused role that will shape and scale how TwelveLabs partners with AWSfrom co-selling and solution development to marketing and joint customer success.
You will own the TwelveLabs AWS alliance relationship, drive joint GTM initiatives, and create scalable programs to unlock significant revenue opportunities. This is a rare opportunity to shape the TwelveLabs AWS alliance strategy and make a direct impact on our growth in the enterprise AI space.
In this role you will

• Build, manage, and grow Twelve Labs AWS GTM partnership acting as the primary relationship owner across business, technical, and field teams.
• Develop and execute a joint go-to-market strategy with AWS that aligns to TwelveLabs GTM goals, including co-selling motions, partner marketing campaigns, and field enablement.
• Own the AWS-related partner sales pipeline; define success metrics and report on business outcomes using our CRM systems.
• Be the Alliance Lead in Amazon Partner Central, own the ACE Pipeline and integration with TwelveLabs CRM
• Work closely with Partner Marketing to track the calendar of AWS events to determine what TwelveLabs should participate in mapped to TwelveLabs GTM goals and Partnerships goals
• Collaborate closely with Sales, Product Marketing, Engineering, and Product to align AWS initiatives with Twelve Labs roadmap and customer use cases.
• Work closely with TwelveLabs SA team and AWS SA leads to put on SA Enablement Sessions for the AWS field
• Advocate for AWS within Twelve Labs and vice versa, ensuring mutual alignment and joint investment in key areas.
• Be the person who understands AWS stakeholders and then leads strategic business planning with key AWS stakeholders including setting joint objectives, quarterly business reviews, and identifying new areas for collaboration.
• Identify and unlock net-new opportunities through co-marketing, case studies, demos, events, and customer success stories.
• Represent Twelve Labs at AWS events and industry conferences as a senior leader and ecosystem evangelist.
  

You may be a good fit if you have

• Have 3-5 years of experience with a proven track record of building and scaling high-impact partnerships with AWS; this role requires experience with AWS specifically (experience with GCP or Azure is a plus)
• You know how to manage cosell with the AWS field including owning and managing the ACE Pipeline (bonus points if you integrated ACE with a CRM) and leveraging AWS Funding / Credits
• You were previously the Alliance Lead in AWS Partner Central and you have submitted for AWS credits, you know how to submit for SCA credits
• Youve developed repeatable AWS co-sell/co-marketing programs that resulted in qualified leads - bonus points for Closed/Won revenue
• Youll naturally jump into pitch mode to do a TwelveLabs overview to AWS sellers that both enables them and excites them.
• Thrive in ambiguous, high-growth environments where you can own and build from 0 to 1.
• Are a strategic thinker with strong business acumen and a bias for action and execution.
• Understand cloud sales motions and have experience managing complex, multi-stakeholder deals.
• Are an excellent communicator with executive presence and a collaborative mindset.
• Are data-driven and comfortable managing revenue metrics, forecasting, and joint GTM performance.
• Have experience working cross-functionally across sales, product, engineering, and marketing.
• Are excited about video AI and want to play a central role in shaping its ecosystem future
  

Even if there are a few checkboxes that arent ticked through your prior experience, we still encourage you to apply! If you are a 0-to-1 achiever, a ferocious learner, and a kind and fun team player who motivates others, you will find a home at TwelveLabs.
We welcome applicants from all walks of life and are committed to equal-opportunity employment. We cherish and celebrate diversity not just because it is the right thing to do, but because it makes our company much stronger.
Benefits and Perks
An open and inclusive culture and work environment.
Work closely with a collaborative, mission-driven team on cutting-edge AI technology.
Full health, dental, and vision benefits
Extremely flexible PTO and parental leave policy. Office closed the week of Christmas and New Years.
VISA support (such as H1B and OPT transfer for US employees)

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Software Development

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