Startups Portfolio Growth Manager, AWS Startups LATAM - Portfolio Growth
Amazon AWS Services Brazil Ltd · Sao Paulo, Brazil · Business/Merchant Development
Full-timeLead
About the role
Have you spent your career building strategic relationships — managing alliance partnerships, driving innovation programs, or connecting capabilities to emerging technology companies? Are you ready to use that expertise to help LATAM's most innovative startups access the enterprise ecosystem?
This role sits at the intersection of enterprise innovation and startups. You will connect AWS-backed startups with consulting firms, system integrators, corporate venture arms, and advisory practices — helping startups land their first enterprise engagements and helping partners access new technology. You will own the full lifecycle of these cross-functional partnerships, define business development strategy that complements product strategy, and translate partner and customer feedback into go-to-market actions. If you thrive on turning ambiguous opportunities into structured deals with measurable impact, this is the role for you.
Key job responsibilities
- Own and grow relationships with enterprises, consulting firms, corporate venture capital arms, and system integrators, becoming their go-to contact for startup innovation on AWS and designing partnership frameworks that create mutual value for both startups and partners.
- Identify which startups in the AWS portfolio are market-ready and facilitate introductions, co-build opportunities, and joint go-to-market motions between startups and enterprise partners.
- Map the enterprise and professional services ecosystem to uncover where innovation gaps exist, and position AWS startups to fill them by creating business reviews on ecosystem opportunities, partner health, and pipeline development.
- Coordinate with AWS Partner Network (APN), Global System Integrators, and key Independent Software Vendors to align startup positioning with broader partner strategies, and collaborate with corporate venture capital teams on co-investment opportunities.
- Own forecasting, planning, and reporting on the business impact of each partnership, tracking actuals against targets and contributing to strategic planning documents while mentoring and developing team members.
A day in the life
You might start your morning reviewing pipeline metrics and preparing a deal summary for a leadership review. By midday, you could be on a call with a consulting partner, aligning on how to embed a startup's solution into their client engagements. In the afternoon, you may draft a strategic proposal for a new enterprise opportunity, collaborate with finance on deal modeling, or coach a teammate through a complex negotiation. Your work balances analytical thinking with relationship building across AWS Startups, partner organizations, and the broader AWS ecosystem.
About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Bachelor's degree in a relevant field or equivalent work experience
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Speak, write, and read fluently in Portuguese and English
- Experience identifying, negotiating, and executing complex legal agreements
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
This role sits at the intersection of enterprise innovation and startups. You will connect AWS-backed startups with consulting firms, system integrators, corporate venture arms, and advisory practices — helping startups land their first enterprise engagements and helping partners access new technology. You will own the full lifecycle of these cross-functional partnerships, define business development strategy that complements product strategy, and translate partner and customer feedback into go-to-market actions. If you thrive on turning ambiguous opportunities into structured deals with measurable impact, this is the role for you.
Key job responsibilities
- Own and grow relationships with enterprises, consulting firms, corporate venture capital arms, and system integrators, becoming their go-to contact for startup innovation on AWS and designing partnership frameworks that create mutual value for both startups and partners.
- Identify which startups in the AWS portfolio are market-ready and facilitate introductions, co-build opportunities, and joint go-to-market motions between startups and enterprise partners.
- Map the enterprise and professional services ecosystem to uncover where innovation gaps exist, and position AWS startups to fill them by creating business reviews on ecosystem opportunities, partner health, and pipeline development.
- Coordinate with AWS Partner Network (APN), Global System Integrators, and key Independent Software Vendors to align startup positioning with broader partner strategies, and collaborate with corporate venture capital teams on co-investment opportunities.
- Own forecasting, planning, and reporting on the business impact of each partnership, tracking actuals against targets and contributing to strategic planning documents while mentoring and developing team members.
A day in the life
You might start your morning reviewing pipeline metrics and preparing a deal summary for a leadership review. By midday, you could be on a call with a consulting partner, aligning on how to embed a startup's solution into their client engagements. In the afternoon, you may draft a strategic proposal for a new enterprise opportunity, collaborate with finance on deal modeling, or coach a teammate through a complex negotiation. Your work balances analytical thinking with relationship building across AWS Startups, partner organizations, and the broader AWS ecosystem.
About the team
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional
Basic qualifications
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Bachelor's degree in a relevant field or equivalent work experience
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Speak, write, and read fluently in Portuguese and English
Preferred qualifications
- Experience interpreting data and making business recommendations- Experience identifying, negotiating, and executing complex legal agreements
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.