AWS Channel & ISV Activation Lead - NAMER

Think & Grow is a Global Growth Advisory. For founders hitting the ceiling on growth, we deliver the entire Growth Stack - strategy, technology, and talent - under one roof, with one team, so they scale faster with fewer missteps. Our people are operators and practitioners, not career consultants: we've built, scaled and operated inside companies, and we stay in the room until the work is done. Our work spans four pathways - Programs, Growth Services, People Services and AI Services. This role sits in Programs, home to the AWS Passport Program. As an AWS partner and co-creators of the Global Passport Program, we work alongside AWS to help ISVs plan, build and execute international expansion, from discovery workshop to market launch. Passport is scaling fast across NAMER and EMEA, and this is the role that keeps it running. About the Position: In the role of AWS Channel & ISV Activation Lead, you'll build and run Think & Grow's channel motion through AWS account teams across NAMER - turning relationships with AWS sellers into a steady, repeatable flow of ISV referrals for Passport and our wider Growth Stack. Based in one of our priority metros, you'll be the person AWS ISV Segment Leaders, Partner Development Managers and ISV-aligned Account Executives think of first, and the one who turns a single warm intro into a real pipeline. What You'll Do Map the AWS partner landscape across our priority NAMER metros - Seattle/Bellevue, Minneapolis, New York, Toronto and Austin - identifying the ISV Segment Leaders, Partner Development Managers (PDMs) and ISV-aligned Account Executives who matter most. Build and own the day-to-day relationship with AWS account teams as their first point of contact, running structured outreach and discovery conversations that position Think & Grow's full Growth Stack - not just Passport - as a resource they can point their ISV accounts to. Convert AWS seller relationships into qualified ISV referrals, owning the process end-to-end from first conversation through to a Passport workshop or direct Think & Grow engagement. Run lunch & learns and informal office-hours sessions with AWS partner teams to build Think & Grow's profile as a go-to resource, not a one-off vendor. Close the loop with AWS sellers on referral outcomes so they see the results of what they've sent our way - the reinforcement that keeps a channel motion self-sustaining. Identify and surface AWS Marketplace-transactable opportunities within engaged accounts, giving AWS sellers a direct incentive to keep referring. Track and report on seller engagement, referral volume and pipeline conversion against agreed activity targets, and feed what you learn back into how the program runs. What We're Looking For A track record of personally building or running a channel/alliance referral motion - not just managing inbound partners - ideally within or adjacent to the AWS ecosystem. Comfortable working to structured activity targets (seller meetings booked, referrals generated, pipeline qualified), and able to speak to real pipeline numbers from past roles. Existing credibility with AWS account teams - ISV Segment Leaders, PDMs or ISV-aligned AEs - in the NAMER market, or a demonstrable ability to build that fast. A working understanding of how AWS Marketplace transactions function commercially, and how to position them as value to an AWS seller's own account metrics. A confident, consultative communicator who can hold their own equally with AWS sellers and ISV founders or execs. Based in, or able to relocate to, one of our priority metros - Seattle/Bellevue, Minneapolis, New York, Toronto or Austin - with the flexibility to travel to AWS offices as needed. Authorised to work in the US or Canada, as applicable to your base location. Nice to Have Existing relationships with AWS ISV Segment Leaders or PDMs in one or more of our priority metros. A background in agency, advisory or consultative sales. AWS partner or channel certifications. Experience with AWS Marketplace listing or transaction mechanics, from either the seller or ISV side. How we work: We Lead with Clarity, Driven by Human Connection. We value Ownership, Alignment, Connection, Constructive Conversations and a Structured Pace - and we use them in how we hire, work and grow together. We're direct, commercially sharp and human; we don't do jargon or hype. What we offer: A high-growth, global environment with direct mentorship from people who've done the work; hybrid or remote working; flexible, outcome-oriented hours; inclusive parental leave for all parents; an Employee Assistance Program; the option to work overseas for part of the year; and dedicated learning days plus a learning budget you actually get to use. A quick note before you apply: Research shows that 60% of women and members of traditionally underrepresented communities might have already talked themselves out of applying - even if they don't check every box. Please apply anyway. We care about potential, perspective and values. If you need any adjustments at any stage, just tell us and we'll make it work. How to apply: We'd love to hear from you. Please submit a brief cover letter and CV via the link.