Partner Success Manager (AWS)

# **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. ## About the team Our Customer Success team — The Heartbeat of Deepgram — sits at the intersection of partners, product, and growth. We don't just "manage accounts." We make Deepgram succeed inside our partners' environments by combining deep technical expertise, commercial instinct, and an AI-native way of working — and by building the systems that make the whole team's work compound over time. ## About this role This is not a portfolio role. **You will own one relationship: AWS.** Deepgram's AWS partnership is our marquee alliance, and it has outgrown shared coverage. You'd inherit a **$15M portfolio from day one** and become the single accountable owner of it — the person AWS calls, the person who decides, and the person whose problem it is when something goes wrong. The motion is ISV-on-cloud: Marketplace listings and private offers, co-sell with AWS field teams, joint GTM, consumption growth and commit drawdown. You'll work across AWS's Partner Development Managers, Solutions Architects and account teams to reach end customers, while working internally across our Sales, Product, and Engineering orgs. If you've been the technical resource *on* a partner relationship while someone else owned the commercial outcome, this is a step up rather than a lateral — and we'll be looking for evidence you're ready for it. ## Who you are You operate at the intersection of three competencies, and you're genuinely strong across all three. **1. Strategic partner ownership.** You have been the accountable owner of a strategic relationship — not a supporting resource on one. You've set the plan rather than executed someone else's, been the escalation point rather than the escalation path, and carried responsibility for retention and growth. You can name what you were authorized to decide without asking permission. **2. Technical consulting.** You run demos, guide architecture discussions, troubleshoot integrations, and help partners deploy AI-driven solutions. No coding required, but you're fluent in APIs, developer workflows, and real technical conversations — genuinely conversant, not hand-waving. **3. An AI-native operating model.** AI is how you work, not a tool you occasionally reach for. When you hit recurring work, your instinct is to build the system that removes it. You may have been a Partner Development Manager, Alliances or Channel lead, Partner Success Manager, Technical Account Manager, Partner Solutions Architect, Strategic Account Manager, or a Customer Success leader who built the partner function yourself. **We care about the shape of the ownership, not the title on it.** Some of the strongest people in this role came from smaller companies where they built the partner motion from scratch. You thrive on bringing definition to ambiguity. You form a point of view and bring a recommendation rather than staying in open-ended discovery. You're comfortable operating outside your comfort zone, you question the status quo, and you learn fast. ## What you'll do - **Own the AWS relationship end to end** — technical adoption, commercial outcomes, retention, and expansion. There is no separate business counterpart; this seat holds both. - Be the trusted advisor across AWS stakeholders, from solutions architects and partner development managers up to senior technical and commercial leadership. - Drive joint adoption through live demos, workshops, architecture guidance, and troubleshooting — making Deepgram successful inside AWS's environment and in front of their customers. - Run the Marketplace and co-sell motion: listings, private offers, deal structuring, commit drawdown, and joint pipeline with AWS field teams. - Navigate three-way dynamics where Deepgram, AWS, and the end customer want different things — and find the path that works for all of them. - Run partner business reviews and joint planning independently, and identify and scope expansion in partnership with Sales. - Act as the voice of the partner internally, influencing roadmap, GTM strategy, and the tools we build. - Track adoption, usage, health and expansion to drive outcomes. Travel to partner sites roughly 3–5 times per quarter. - **Operate AI-first by default**, and build tools, agents, and workflows that eliminate recurring work for you and the team. Your impact is measured by the leverage you create, not only the partner you serve. ## What we're looking for - **You have personally owned a strategic partner or customer relationship.** Not supported one. You can describe what you decided, what you were accountable for, and what happened when it went badly. - **Meaningful scale.** Accounts or partner books at roughly $500K+ ARR each, or a partner relationship with comparable revenue attached. We want people who have handled real business-value partnerships at a strategic level. - Significant experience in technical, customer-facing roles at API-driven, developer-first, cloud, infrastructure, or AI companies. For most people that's roughly 7+ years, but we care more about the shape of your experience than the number. - Understanding of partner ecosystems and channel business models — resale, referral, integrations, marketplace, co-marketing, co-selling — and multi-party commercial dynamics. - Hands-on experience running demos, POCs, or technical workshops with enterprise partners or customers. Leading them, not attending them. - A track record of identifying and landing expansion in complex partner or enterprise relationships — opportunities you found, not ones handed to you. - Fluency discussing APIs, integrations, and developer workflows, and troubleshooting L1-style issues. - Experience engaging both technical stakeholders and executive buyers. - Exceptional communication and influence — concise and structured, across technical and business audiences. - **Something you've built** — a tool, agent, script, or workflow — that permanently eliminated recurring work. In your application, tell us what it was, what it replaced, and what it's still doing today. - **An AI-native operating model**: specific workflows that structurally depend on AI, and a clear account of how you'd rebuild them if those tools disappeared tomorrow. ## Nice to have - Direct experience with the AWS ecosystem — Marketplace, private offers, CPPO, APN programs, MAP or other funding mechanisms, or co-sell with AWS field teams. **This is a strong plus, not a requirement.** We'd rather have a proven partner owner who learns AWS than an AWS specialist who has never owned an outcome. - Experience with consumption-based commercial models and how technical adoption converts to revenue. - Background in machine learning, voice AI, cloud infrastructure, GenAI/GPU workloads, or developer-first technologies. - Experience building a partner function from scratch at a smaller company. - Working fluency with automation, scripting, or agent-building (Python, TypeScript, workflow tools, agent frameworks, or equivalent). You don't need to be a software engineer — just dangerous enough to ship working systems. ***Notice**: We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @*[**](http://deepgram.com) *email address. If you've received a message claiming to be Deepgram, please forward it to .*