Job description

COMPANY OVERVIEW Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. COMPANY OPERATING RHYTHM At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5. Deepgram is looking for a Senior Partner Manager to own and grow our AWS alliance alongside the existing AWS alliance team. AWS is Deepgram's largest and most strategic partnership and it spans co-sell, co-build and co-market. This is the third seat on that team, with a specific mandate: build the enterprise relationships that turn the partnership into revenue, starting with healthcare and financial services. You will work with AWS field and specialist teams and their enterprise accounts, drive joint pipeline through ACE and AWS Marketplace, and pull AWS into Deepgram deals as a closing lever. Internally, you will work as closely with our product, engineering, and sales teams as you do with AWS; co-building on AWS services, enabling our sellers, and making sure what the partnership needs from Deepgram actually gets built. This is a builder's role on a small team. While our AWS relationship is very strong, there is still tremendous room for growth. You will also own a portfolio of partnerships outside AWS although AWS is the priority. We also expect you to be AI-first in how you work. Deepgram builds voice AI; the people representing it should be running their own work on AI to do research, account planning, content, analysis, reporting What you'll do - Own a co-sell number for the AWS partnership and the plan to hit it. - Build and hold senior relationships across the AWS field and specialist orgs — Account Managers, Solutions Architects, Partner Managers, and industry/GenAI specialists — in the enterprise segment, with an early focus on healthcare and financial services. - Source, register, and drive joint opportunities through ACE; keep pipeline hygiene and attribution clean so joint wins are visible to both companies. - Transact through AWS Marketplace — listings, private offers, channel partner private offers — and make Marketplace the default path for AWS-aligned deals. - Bring AWS into Deepgram sales cycles as a closing lever: funding and credits, solutions architecture support, and executive support. - Co-build: work with Deepgram product and engineering on integrations across AWS services, and carry partner and customer feedback back into the roadmap with enough specificity to be actionable. - Co-market: run joint campaigns, webinars, events, and roadshows with AWS; own MDF. - Enable both sides: teach Deepgram sellers how to work with AWS, and teach AWS teams where Deepgram wins and how to position us. - Build the vertical motion in healthcare and financial services. Create joint use cases, reference architectures, messaging, and target account lists - Own a portfolio of partnerships beyond AWS - Report on partnership performance: pipeline, influenced revenue, Marketplace transactions What you bring - Substantial, hands-on experience managing an AWS partnership at a technology company. Co-sell and ACE, AWS Marketplace, competencies and program mechanics, and the AWS field org as it actually works. - A track record of carrying and hitting a number. Co-sell, partner-influenced, or direct quota. - Experience selling to or through the enterprise segment. Healthcare or financial services experience is a strong plus. - Builder mindset: you have stood a partnership motion up from zero, not only operated one you inherited. - Startup experience and genuine comfort in a fast-paced, resource-constrained environment. You are a self-starter who does not wait for process to be handed to you. - Entrepreneurial instincts- you find the opening, make the internal case for it, and go execute. - Technical fluency: you can hold a credible architecture conversation with an AWS Solutions Architect and translate it for a seller. - Strong written and verbal communication, and the presence to be credible with AWS and Deepgram executives. - AI-first working style: you use AI tools daily to compress research, account planning, content, and analysis, and you can show how that changes your output - A proven cross-functional operator- comfortable driving work through product, engineering, sales, marketing, legal, and finance without direct authority. IT WOULD BE GREAT IF YOU ALSO HAD - Located in Seattle - Time spent at AWS or another hyperscaler, or managing a second hyperscaler alliance. - Experience working with global and regional systems integrators on joint delivery. - A strong understanding of AI, speech recognition, voice agents, or related domains. - Fluency with Salesforce, AWS Partner Central, and Marketplace operations tooling. Notice: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @deepgram.com deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to careers@deepgram.com.

Requirements

Must-haves

At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.
This is a builder's role on a small team. While our AWS relationship is very strong, there is still tremendous room for growth. You will also own a portfolio of partnerships outside AWS although AWS is the priority.
We also expect you to be AI-first in how you work. Deepgram builds voice AI; the people representing it should be running their own work on AI to do research, account planning, content, analysis, reporting
Own a co-sell number for the AWS partnership and the plan to hit it.
Source, register, and drive joint opportunities through ACE; keep pipeline hygiene and attribution clean so joint wins are visible to both companies.
Transact through AWS Marketplace — listings, private offers, channel partner private offers — and make Marketplace the default path for AWS-aligned deals.
Bring AWS into Deepgram sales cycles as a closing lever: funding and credits, solutions architecture support, and executive support.
Co-build: work with Deepgram product and engineering on integrations across AWS services, and carry partner and customer feedback back into the roadmap with enough specificity to be actionable.
Co-market: run joint campaigns, webinars, events, and roadshows with AWS; own MDF.
Enable both sides: teach Deepgram sellers how to work with AWS, and teach AWS teams where Deepgram wins and how to position us.
Build the vertical motion in healthcare and financial services. Create joint use cases, reference architectures, messaging, and target account lists
Own a portfolio of partnerships beyond AWS
Report on partnership performance: pipeline, influenced revenue, Marketplace transactions
Substantial, hands-on experience managing an AWS partnership at a technology company. Co-sell and ACE, AWS Marketplace, competencies and program mechanics, and the AWS field org as it actually works.
A track record of carrying and hitting a number. Co-sell, partner-influenced, or direct quota.
Experience selling to or through the enterprise segment. Healthcare or financial services experience is a strong plus.
Builder mindset: you have stood a partnership motion up from zero, not only operated one you inherited.
Startup experience and genuine comfort in a fast-paced, resource-constrained environment. You are a self-starter who does not wait for process to be handed to you.
Entrepreneurial instincts- you find the opening, make the internal case for it, and go execute.
Technical fluency: you can hold a credible architecture conversation with an AWS Solutions Architect and translate it for a seller.
Strong written and verbal communication, and the presence to be credible with AWS and Deepgram executives.
AI-first working style: you use AI tools daily to compress research, account planning, content, and analysis, and you can show how that changes your output
A proven cross-functional operator- comfortable driving work through product, engineering, sales, marketing, legal, and finance without direct authority.
IT WOULD BE GREAT IF YOU ALSO HAD

Nice-to-haves

None flagged.

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