Partner Marketing Manager AWS

About Tailscale

Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.

Job Description: Partner Marketing Manager AWS

We are looking for a strategic and execution-focused Partner Marketing Manager to join Tailscale’s Account-Based Marketing team. You will play a key role in shaping and scaling our partner marketing efforts, leading partner-led campaigns and events that drive awareness, pipeline, and partner-influenced revenue.

In this role, you will own marketing programs with our most strategic partners, with a primary focus on AWS, while also supporting our broader channel partner and MSP ecosystem. You will work closely with Sales, Partnerships, Field Marketing, and ABM teammates to deliver programs that support account-level growth and regional revenue goals.

If you are excited by the idea of building tailored go-to-market programs with cloud and channel partners and seeing their direct impact on pipeline and revenue, this role is for you.

Key Responsibilities

• Partner Campaign Strategy & Execution: Partner with ABM, Sales, and Partnerships to develop and execute partner marketing strategies aligned to pipeline and revenue goals. Lead the planning and execution of partner-led campaigns, with a strong focus on AWS, including 1:few and 1:many ABM programs. Collaborate with Product Marketing and Content teams to develop co-branded value propositions, sales enablement and campaign assets that engage buying teams within priority partner accounts. Partner with AWS to manage end-to-end campaigns, including planning, execution, and reporting.
• Partner Events & Experiences: Plan and execute high-impact partner events, including webinars, executive dinners, field events, and joint sponsorships. Partner with Events and Field Marketing teams to support flagship events such as customer conferences, summits, and sales kickoffs with partner involvement. Own partner event strategy, from targeting and invitations through execution and post-event follow-up.
• Partner & Field Collaboration: Build strong working relationships with partner managers, channel sales, and regional marketing teams to ensure cohesive execution. Act as a trusted marketing partner to AWS and key channel partners, supporting joint planning and ongoing campaign alignment. Support partner advocacy by identifying opportunities for case studies, customer stories, and co-selling.
• Measurement, MDF & Optimization: Track and report on partner marketing performance, with a focus on engagement, pipeline impact, and partner-influenced ACV. Manage MDF planning, allocation, and ROI tracking in partnership with regional and partner stakeholders. Partner with Marketing Ops and RevOps to refine targeting, attribution, and reporting across partner campaigns. Apply a test-and-learn mindset to continuously improve campaign efficiency and partner impact.

What We Are Looking For

• 5+ years of Partner Marketing experience in B2B SaaS.
• Experience leading co-marketing campaigns and events with cloud, channel, or MSP partners, with AWS experience strongly preferred.
• Proven success building differentiated partner programs rather than only executing inherited ones.
• Experience with partner enablement, co-marketing, lifecycle programs, partner portals, and ecosystem development.
• Strong knowledge of partner sales motions, pipeline tracking, MDF budget management, and attribution models.
• Demonstrated ability to measure partner impact to pipeline and ARR with operational rigor.
• Hands-on experience with Crossbeam, Salesforce, RollWorks, LinkedIn Ads, and campaign reporting tools.
• Willingness to travel to support partner and field events.

Nice to Have

• Experience marketing to technical or developer audiences in B2B SaaS or cloud environments.
• Familiarity with cloud ecosystems, or security and identity markets.
• Strong technical aptitude and interest in learning complex products.

Key skills/competency

• Partner Marketing
• AWS Cloud
• Campaign Management
• Go-to-Market Strategy
• Pipeline Generation
• Sales Enablement
• MDF Management
• B2B SaaS
• CRM (Salesforce)
• Marketing Analytics