Head of Start-Up Partnerships - APJ, APJ Partner Management

📌 Core Information

🔹 Job Title: Head of Start-Up Partnerships - APJ, APJ Partner Management

🔹 Company: Amazon

🔹 Location: Sydney, New South Wales, Australia & Melbourne, Victoria, Australia

🔹 Job Type: Full-Time

🔹 Category: Partner Management

🔹 Date Posted: 2025-04-07

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote OK (Based in Malaysia, Thailand, Singapore, Australia, New Zealand, Korea, or Japan)

🚀 Job Overview

Key aspects of this role include:

• Driving non-linear growth with Start-Up (SUP) customers in APJ through strategic partnerships
• Leading a team of professionals operating across 5 Areas in APJ with high levels of SUP customer business needs expertise
• Deep interlock and alignment with internal and external stakeholders, including APJ SUP sales, Worldwide Specialist Organization (WWSO), Area/Country based AGS & APO teams
• Representing AWS at industry and partner events to deliver thought leadership on how AWS builds and enables SUPs across APJ
• Proactive and visibly inclusive leadership, bridging cultural nuances across APJ countries to global mindsets and priorities

ASSUMPTION: This role requires a high degree of autonomy and the ability to navigate a complex, ambiguous environment. Strong leadership, communication, and strategic thinking skills are essential for success.

📋 Key Responsibilities

✅ Deep interlock and alignment with APJ SUP sales, WWSO, AGS & APO teams across prioritization, knowledge sharing, and accountability mechanisms with both internal and external stakeholders

✅ Lead a team of professionals operating across 5 Areas in APJ who bring high levels of subject matter expertise in SUP customers' business needs

✅ Strong organizational change leadership

✅ Represent AWS and participate in industry and partner events to deliver thought leadership on how AWS builds and enables SUPs across APJ

✅ Proactive and visibly inclusive leadership, bridging cultural nuances across APJ countries to global mindsets and priorities

✅ Excellent communication and influencing skills to articulate recommendations to senior executives

✅ Ability to transition from high-level strategic thinking to creative and detailed execution

✅ Demonstrated ability to lead others independently and autonomously in a highly ambiguous environment

✅ Ability to move fast and think outside the box

ASSUMPTION: This role requires a high degree of adaptability and the ability to thrive in a fast-paced, ever-changing environment. Strong leadership and communication skills are crucial for success.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 10+ years of experience in partner management, sales, or a related role, with a focus on Start-Up customers

Required Skills:

• Proven leadership and team management skills
• Excellent communication and influencing skills
• Strong strategic thinking and execution abilities
• Ability to navigate complex, ambiguous environments
• Fluency in English (additional languages preferred)

Preferred Skills:

• Experience working with Start-Up customers in the APJ region
• Knowledge of AWS products and services
• Experience working with cross-functional teams

ASSUMPTION: Candidates with experience in Start-Up ecosystems and a strong understanding of AWS products and services will be well-suited for this role.

💰 Compensation & Benefits

Salary Range: $180,000 - $250,000 USD per year (Based on industry standards for similar roles in Australia)

Benefits:

• Comprehensive health, dental, and vision care
• Retirement savings plan with company match
• Generous paid time off and holidays
• Maternity and parental leave
• Adoption assistance
• Employee discounts

Working Hours: Full-time (40 hours/week) with flexible work arrangements

ASSUMPTION: Salary range is estimated based on industry standards for similar roles in Australia. Actual salary may vary based on experience and location.

📌 Applicant Insights

🔍 Company Context

Industry: Amazon operates in the competitive e-commerce and cloud computing industries, with a focus on innovation, customer obsession, and operational excellence.

Company Size: Amazon is a large, global company with over 1,000,000 employees worldwide. This size offers opportunities for career growth and exposure to diverse teams and projects.

Founded: Amazon was founded in 1994 by Jeff Bezos and is headquartered in Seattle, Washington, USA.

Company Description:

• Amazon is guided by four principles: customer obsession, passion for invention, commitment to operational excellence, and long-term thinking.
• The company is driven by the excitement of building technologies, inventing products, and providing services that change lives.
• Amazon embraces new ways of doing things, makes decisions quickly, and is not afraid to fail.

Company Specialties:

• E-commerce
• Retail
• Operations
• Internet

Company Website: https://www.amazon.com/

ASSUMPTION: Amazon's large size and diverse business segments offer numerous opportunities for career growth and development.

📊 Role Analysis

Career Level: This role is a senior leadership position, reporting directly to the APJ OnePartner LT and requiring a high degree of autonomy and strategic decision-making.

Reporting Structure: The Head of Start-Up Partnerships will lead a team of professionals operating across 5 Areas in APJ and will report directly to Chris Casey, APJ OnePartner LT.

Work Arrangement: This role is open for candidates based in Malaysia, Thailand, Singapore, Australia (Sydney or Melbourne), New Zealand, Korea, or Japan, with a flexible, remote-friendly work arrangement.

Growth Opportunities:

• Potential to expand the team and scope of responsibilities based on performance and business needs
• Opportunities to work on high-impact projects and collaborate with diverse teams across AWS
• Access to professional development and training resources to support career growth

ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to expand the team and take on additional responsibilities based on performance.

🌍 Location & Work Environment

Office Type: Flexible, remote-friendly work arrangement with the option to work from Amazon offices in Sydney, Melbourne, or other approved locations.

Office Location(s): Sydney, New South Wales, Australia & Melbourne, Victoria, Australia

Geographic Context:

• Sydney and Melbourne are major cities in Australia with a high cost of living, vibrant cultures, and diverse communities
• Both cities offer excellent dining, entertainment, and outdoor recreation options
• Sydney and Melbourne have established tech industries and are home to numerous start-ups and tech companies

Work Schedule: Full-time (40 hours/week) with flexible work arrangements, including remote work and flexible hours

ASSUMPTION: The flexible, remote-friendly work arrangement offers candidates the opportunity to balance work and personal responsibilities more effectively.

💼 Interview & Application Insights

Typical Process:

• Online application and resume screening
• Phone or video screening with the HR team
• Behavioral and technical interviews with the hiring manager and team members
• Final round interviews with senior leadership
• Background check and offer extension

Key Assessment Areas:

• Leadership and team management skills
• Communication and influencing skills
• Strategic thinking and execution abilities
• Cultural awareness and adaptability
• Problem-solving and decision-making skills

Application Tips:

• Tailor your resume and cover letter to highlight relevant experience and skills for this role
• Be prepared to discuss your leadership style, approach to team management, and experience working with Start-Up customers
• Demonstrate your understanding of AWS products and services and the APJ region
• Showcase your ability to thrive in a fast-paced, ambiguous environment

ATS Keywords: Start-Up partnerships, APJ, AWS, strategic partnerships, leadership, team management, communication, influencing, strategic thinking, execution, cultural awareness, problem-solving, decision-making

ASSUMPTION: The interview process will focus on assessing the candidate's leadership, communication, and strategic thinking skills, as well as their cultural awareness and adaptability.

🛠️ Tools & Technologies

• AWS services (e.g., AWS Partner Network, AWS Direct Connect, AWS Marketplace)
• CRM software (e.g., Salesforce, HubSpot)
• Project management tools (e.g., Asana, Trello)
• Communication and collaboration tools (e.g., Slack, Microsoft Teams)

ASSUMPTION: Familiarity with AWS services and relevant CRM and project management tools is preferred for this role.

👔 Cultural Fit Considerations

Company Values:

• Customer obsession
• Passion for invention
• Commitment to operational excellence
• Long-term thinking

Work Style:

• Fast-paced and dynamic
• Collaborative and inclusive
• Data-driven and analytical
• Adaptable and resilient

Self-Assessment Questions:

• How do you demonstrate customer obsession in your daily work?
• Can you provide an example of a time when you had to adapt to a significant change in a short period?
• How do you approach building and maintaining strong relationships with diverse stakeholders?

ASSUMPTION: Candidates who align with Amazon's values and work style, and who can demonstrate strong leadership, communication, and strategic thinking skills, will be well-suited for this role.

⚠️ Potential Challenges

• Navigating a complex, ambiguous environment with multiple stakeholders
• Balancing the need for strategic thinking with detailed execution
• Managing a remote team across multiple time zones and cultures
• Keeping up with the fast-paced, ever-changing nature of the Start-Up ecosystem

ASSUMPTION: Candidates should be prepared to face these challenges and demonstrate their ability to thrive in a dynamic, ambiguous environment.

📈 Similar Roles Comparison

• This role is unique in its focus on Start-Up partnerships within the APJ region, requiring a high degree of cultural awareness and adaptability
• Compared to other partner management roles, this position offers a greater degree of autonomy and strategic decision-making
• Career progression may include opportunities to expand the team and take on additional responsibilities based on performance

ASSUMPTION: Candidates should understand the unique aspects of this role and be prepared to discuss how their experience and skills align with the specific requirements of the position.

📝 Sample Projects

• Developing and executing a strategic partnership plan for a high-potential Start-Up customer in the APJ region
• Building and managing a team of partner development specialists focused on SUP customers
• Collaborating with cross-functional teams to deliver thought leadership on AWS's approach to building and enabling SUPs across APJ

ASSUMPTION: These sample projects illustrate the strategic, leadership, and team management aspects of the role, as well as the need for strong communication and influencing skills.

❓ Key Questions to Ask During Interview

• Can you describe the team structure and reporting lines for this role?
• How does this role fit into the broader partner management strategy for AWS in the APJ region?
• What are the key priorities for the first 90 days in this role?
• How does Amazon support the growth and development of its employees?
• What is the company's approach to work-life balance and flexible work arrangements?

ASSUMPTION: These questions will help candidates better understand the role, team dynamics, and company culture, allowing them to make an informed decision about the opportunity.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight relevant experience and skills for this role
• Prepare for behavioral and technical interviews by reflecting on your leadership style, approach to team management, and experience working with Start-Up customers
• Research AWS products and services, as well as the APJ region, to demonstrate your understanding of the role and company
• Follow up with the hiring manager one week after submitting your application, expressing your interest in the role and asking about next steps in the interview process

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.