The opportunity
This role owns the enterprise and AI segment of Supabase's AWS partnership -- driving adoption among larger, more complex enterprise accounts and AI-native companies building production workloads on Supabase. You'll anchor the enterprise motion around reference customers, build…
What you'll do
Own the AWS enterprise strategy
Manage relationships with AWS enterprise account teams, Solutions Architects,: and relevant service-line teams (e.g., Database Services)
Drive co-sell pipeline for enterprise and AI-native accounts through ACE, working closely with AWS field teams
Support AWS Competency designations and reference program management -: coordinating customer references, evidence collection, and renewal timelines
Build and maintain enterprise reference narratives (anchor customer stories): used in AWS-facing business cases and exec conversations
Represent the enterprise motion and funding discussions, providing pipeline: data and account-level detail to support investment asks to AWS
What they're looking for
- + years in partnerships, alliances, or enterprise business development,: ideally with direct AWS or hyperscaler experience
- Experience working with enterprise AWS account teams and understanding of: enterprise sales cycles and co-sell mechanics (ACE)
- Comfortable operating at both the tactical level (reference coordination,: Competency evidence) and the strategic level (exec narrative, funding asks)
- Strong cross-functional collaborator -: this role touches sales, product marketing, and executive stakeholders regularly
- Familiarity with AWS Partner Central, Competency programs, or Marketplace private offers a plus
- Experience with AI/ML workloads or AI-native customer segments is a strong plus
