Sr Manager, Partner Success Specialists, AWS Specialist and Partner Organization
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Job Location:
Seattle, OR - USA
Monthly Salary:
Not Disclosed
Posted on:
Yesterday
Vacancies:
1 Vacancy
Job Summary
AWS is seeking an experienced and strategic Sr Manager to lead our Partner Success Specialists (PSS) team a critical function within the AWS Specialists & Partners (ASP) organization. This role will manage a global team of Partner Success Specialists who leverage our partner network to drive measurable business value for customers. As a post-sales leader you will be responsible for ensuring partners successfully deliver customer outcomes accelerate adoption of AWS services and build referenceable success stories that demonstrate the power of Partner Led Customer Success (PLCS).
This is a unique opportunity to scale a new capability at AWS creating and learning in an emerging space while driving a mindset shift across broader organizations. You will lead a distributed team across multiple geographies driving discipline in pipeline management executive engagement and value realization while making critical judgment calls on complex partner and customer situations. The ideal candidate brings deep partner ecosystem experience sales management expertise and the ability to operate at the executive level with both partners and customers. This leader must be comfortable leading a team that increasingly leverages AI to scale impact over time.
Key job responsibilities
Team Leadership & Development
- Lead coach and develop a high-performing global team of Partner Success Specialists fostering a culture of customer obsession partner collaboration and continuous learning
- Conduct regular one-on-ones performance reviews and career development conversations to help team members grow their skills and advance their careers
- Recruit hire and onboard top talent to scale the team as business needs evolve
- Drive team engagement and retention through mentorship recognition and creating opportunities for professional growth
- Enable the team to effectively leverage AI agents and automation to scale their impact and efficiency over time
Sales Management & Pipeline Discipline
- Lead weekly pipeline calls to review partner and customer engagement opportunities forecast outcomes and identify risks and mitigation strategies
- Establish clear goals quotas and success metrics for the team ensuring alignment with broader ASP and AWS objectives
- Implement and maintain rigorous pipeline hygiene practices ensuring accurate forecasting and reporting on PLCS engagements
- Analyze performance data and metrics to identify trends optimize resource allocation and drive continuous improvement
Partner & Customer Engagement
- Build and maintain executive relationships with strategic partners engaging at the C-suite level to build trust and drive long-term collaboration
- Make judgment calls on complex partner or customer situations providing guidance to PSS team members when conflicts or open questions arise
- Collaborate with partners to co-create customer success strategies that deliver measurable business value and drive incremental AWS consumption
- Build and maintain trusted relationships with partner leadership teams understanding their business models and aligning on mutual success criteria
Value Realization & Customer Outcomes
- Drive the primary success metric: number of partner led customer engagements that deliver measurable business value to customers
- Provide feedback from partners and customer engagements to enable continuous improvement of PLCS assets and methodologies
- Champion the creation of case studies and referenceable customers that showcase PLCS success stories
- Track and report on incremental consumption and usage driven through PLCS engagements
Cross-Functional Collaboration
- Partner with AWS account teams including Account Managers (AMs) and Solutions Architects (SAs) to ensure alignment at the customer level and orchestrate resources to drive customer outcomes
- Partner with AWS partner management teams including Partner Development Managers (PDMs) Partner Solutions Architects (PSAs) and Partner Success Managers (PSMs) to ensure alignment at the partner practice level and enable smooth transitions once partner readiness on business is established
- Collaborate with domain-level Customer Success teams to share insights and best practices
- Work with marketing and communications teams to amplify partner success stories and build awareness of PLCS capabilities
- Engage with AWS leadership to share insights report on program performance and advocate for resources and support
Innovation & Change Leadership
- Embrace the ambiguity of building a new capability at AWS demonstrating comfort with creating and learning in an emerging space
- Drive a mindset shift across broader AWS organizations about the value and impact of PLCS
- Champion the adoption of AI agents and automation to scale team effectiveness and customer impact
- Identify opportunities to evolve the program as it expands to new partner types and use cases
A day in the life
You start your day reviewing the weekly pipeline report preparing for your teams pipeline call where youll discuss active partner and customer engagements across EMEA APAC and the Americas. During the call you coach a PSS through a complex situation with a partner where theres a potential conflict on customer engagement scope helping them navigate the conversation and make the right call for the customer.
Later you join an executive meeting with a strategic partners leadership team to discuss their customer success practice and how AWS can enable them to scale. You share insights from your teams engagements and co-create a plan to expand their the afternoon you review a draft case study with one of your PSS team members providing feedback to ensure it clearly articulates the measurable business value delivered to the customer. You then join a partnercustomer call to check-in on an in-progress engagement to assess progress and unblock any blockers.
You wrap up the day with a one-on-one with a team member whos exploring how to use AI agents to automate routine partner communications discussing opportunities to pilot this approach across the team. Throughout the day youre making decisions removing roadblocks and ensuring your team has what they need to drive PLCS at scale.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description we encourage candidates to apply. If your career is just starting hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger more collaborative teams. Our continual innovation is fueled by the bold ideas fresh perspectives and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home theres nothing we cant achieve.
- Bachelors degree in Computer Science Engineering a related field or equivalent experience
- 8 years of experience in partner enablement customer success SaaS or enterprise software
- 3 years of people management experience including hiring developing and managing high-performing teams
- Experience managing sales pipelines conducting pipeline reviews and driving forecast accuracy
- Experience with partner ecosystem business models including Global System Integrators or System Integrators
- Demonstrated ability to regularly synthesize data and insights to internal exec audience
- Experience engaging with and influencing executive-level stakeholders at partners and customers
- Willingness to travel up to 30% within the US and internationally as needed
- Experience with AWS Azure or Google Cloud technology
- Proven track record implementing value realization frameworks or customer success methodologies at scale
- Experience building and scaling new teams or programs from the ground up
- Strong program management and cross-functional leadership experience
- AWS certifications or equivalent cloud platform knowledge
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.
This is a unique opportunity to scale a new capability at AWS creating and learning in an emerging space while driving a mindset shift across broader organizations. You will lead a distributed team across multiple geographies driving discipline in pipeline management executive engagement and value realization while making critical judgment calls on complex partner and customer situations. The ideal candidate brings deep partner ecosystem experience sales management expertise and the ability to operate at the executive level with both partners and customers. This leader must be comfortable leading a team that increasingly leverages AI to scale impact over time.
Key job responsibilities
Team Leadership & Development
- Lead coach and develop a high-performing global team of Partner Success Specialists fostering a culture of customer obsession partner collaboration and continuous learning
- Conduct regular one-on-ones performance reviews and career development conversations to help team members grow their skills and advance their careers
- Recruit hire and onboard top talent to scale the team as business needs evolve
- Drive team engagement and retention through mentorship recognition and creating opportunities for professional growth
- Enable the team to effectively leverage AI agents and automation to scale their impact and efficiency over time
Sales Management & Pipeline Discipline
- Lead weekly pipeline calls to review partner and customer engagement opportunities forecast outcomes and identify risks and mitigation strategies
- Establish clear goals quotas and success metrics for the team ensuring alignment with broader ASP and AWS objectives
- Implement and maintain rigorous pipeline hygiene practices ensuring accurate forecasting and reporting on PLCS engagements
- Analyze performance data and metrics to identify trends optimize resource allocation and drive continuous improvement
Partner & Customer Engagement
- Build and maintain executive relationships with strategic partners engaging at the C-suite level to build trust and drive long-term collaboration
- Make judgment calls on complex partner or customer situations providing guidance to PSS team members when conflicts or open questions arise
- Collaborate with partners to co-create customer success strategies that deliver measurable business value and drive incremental AWS consumption
- Build and maintain trusted relationships with partner leadership teams understanding their business models and aligning on mutual success criteria
Value Realization & Customer Outcomes
- Drive the primary success metric: number of partner led customer engagements that deliver measurable business value to customers
- Provide feedback from partners and customer engagements to enable continuous improvement of PLCS assets and methodologies
- Champion the creation of case studies and referenceable customers that showcase PLCS success stories
- Track and report on incremental consumption and usage driven through PLCS engagements
Cross-Functional Collaboration
- Partner with AWS account teams including Account Managers (AMs) and Solutions Architects (SAs) to ensure alignment at the customer level and orchestrate resources to drive customer outcomes
- Partner with AWS partner management teams including Partner Development Managers (PDMs) Partner Solutions Architects (PSAs) and Partner Success Managers (PSMs) to ensure alignment at the partner practice level and enable smooth transitions once partner readiness on business is established
- Collaborate with domain-level Customer Success teams to share insights and best practices
- Work with marketing and communications teams to amplify partner success stories and build awareness of PLCS capabilities
- Engage with AWS leadership to share insights report on program performance and advocate for resources and support
Innovation & Change Leadership
- Embrace the ambiguity of building a new capability at AWS demonstrating comfort with creating and learning in an emerging space
- Drive a mindset shift across broader AWS organizations about the value and impact of PLCS
- Champion the adoption of AI agents and automation to scale team effectiveness and customer impact
- Identify opportunities to evolve the program as it expands to new partner types and use cases
A day in the life
You start your day reviewing the weekly pipeline report preparing for your teams pipeline call where youll discuss active partner and customer engagements across EMEA APAC and the Americas. During the call you coach a PSS through a complex situation with a partner where theres a potential conflict on customer engagement scope helping them navigate the conversation and make the right call for the customer.
Later you join an executive meeting with a strategic partners leadership team to discuss their customer success practice and how AWS can enable them to scale. You share insights from your teams engagements and co-create a plan to expand their the afternoon you review a draft case study with one of your PSS team members providing feedback to ensure it clearly articulates the measurable business value delivered to the customer. You then join a partnercustomer call to check-in on an in-progress engagement to assess progress and unblock any blockers.
You wrap up the day with a one-on-one with a team member whos exploring how to use AI agents to automate routine partner communications discussing opportunities to pilot this approach across the team. Throughout the day youre making decisions removing roadblocks and ensuring your team has what they need to drive PLCS at scale.
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description we encourage candidates to apply. If your career is just starting hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.
Why AWS
Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger more collaborative teams. Our continual innovation is fueled by the bold ideas fresh perspectives and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
Were continuously raising our performance bar as we strive to become Earths Best Employer. Thats why youll find endless knowledge-sharing mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home theres nothing we cant achieve.
- Bachelors degree in Computer Science Engineering a related field or equivalent experience
- 8 years of experience in partner enablement customer success SaaS or enterprise software
- 3 years of people management experience including hiring developing and managing high-performing teams
- Experience managing sales pipelines conducting pipeline reviews and driving forecast accuracy
- Experience with partner ecosystem business models including Global System Integrators or System Integrators
- Demonstrated ability to regularly synthesize data and insights to internal exec audience
- Experience engaging with and influencing executive-level stakeholders at partners and customers
- Willingness to travel up to 30% within the US and internationally as needed
- Experience with AWS Azure or Google Cloud technology
- Proven track record implementing value realization frameworks or customer success methodologies at scale
- Experience building and scaling new teams or programs from the ground up
- Strong program management and cross-functional leadership experience
- AWS certifications or equivalent cloud platform knowledge
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience qualifications and location. Amazon also offers comprehensive benefits including health insurance (medical dental vision prescription Basic Life & AD&D insurance and option for Supplemental life plans EAP Mental Health Support Medical Advice Line Flexible Spending Accounts Adoption and Surrogacy Reimbursement coverage) 401(k) matching paid time off and parental leave. Learn more about our benefits at CA Mountain View - 231200.00 - 312800.00 USD annually
USA CA San Francisco - 231200.00 - 312800.00 USD annually
USA GA Atlanta - 201000.00 - 272000.00 USD annually
USA MA Boston - 201000.00 - 272000.00 USD annually
USA TX Austin - 201000.00 - 272000.00 USD annually
USA VA Arlington - 201000.00 - 272000.00 USD annually
USA WA Seattle - 201000.00 - 272000.00 USD annually
Required Experience:
Manager
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