Partner Development Manager, EMEA Central APO

AWS Partner Organization (APO) seeks a Partner Development Manager (PDM) to drive strategic partnerships with Tier 1 System Integrators in Switzerland. As the critical link between AWS and our most strategic SI partners you will orchestrate transformational business outcomes for AWS customers through partner-led initiatives. This role demands deep expertise in managing complex partner ecosystems executing joint go-to-market strategies and enabling partners to engage C-suite executives on cloud transformation initiatives.

You will own end-to-end partner relationships developing comprehensive Partner Business Plans that align partner capabilities with market opportunities while driving measurable revenue and pipeline targets. The ideal candidate is a channel-savvy leader with proven ability to think strategically about indirect sales models while delivering results through influence without authority. Success requires building C-level relationships designing joint go-to-market strategies developing partner technical capabilities and contributing to regional program innovation.

This position offers the opportunity to shape Switzerlands cloud ecosystem working with leading System Integrators to accelerate customer adoption across migration modernization and GenAI initiatives. Youll collaborate across AWS sales marketing solutions architecture and professional services teams to deliver exceptional partner and customer outcomes in one of Europes most strategic markets.

Key job responsibilities
Strategic Partner Management
Own and manage strategic relationships with Tier 1 System Integrators in Switzerland serving as the primary point of contact and trusted advisor
Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities and drive measurable business outcomes
Build and maintain C-level and VP-level relationships with partner organizations orchestrating executive engagement and strategic business reviews
Develop partnerships to expand market segment and verticals capability depth in Switzerland
Go-To-Market Development
Design and execute Joint Go-To-Market (JGTM) strategies with partners including solution development market positioning and demand generation campaigns
Enable partners to develop industry-specific and workload-specific solutions that address customer needs in key verticals and segments
Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities and drive joint outcomes
Partner Capability Development
Assess partner technical capabilities and create development roadmaps to build competencies in priority areas (Migration Modernization GenAI industry solutions)
Support partners in building repeatable practices accelerators and IP that differentiate their offerings
Business Planning & Execution
Develop annual and quarterly business plans and reviews with quantifiable goals for revenue pipeline certifications and customer outcomes
Manage partner funding requests and investments ensuring ROI and alignment with business objectives
Collaborate with cross-functional teams (sales marketing solutions architecture professional services) to deliver partner success
Ecosystem & Program Leadership
Contribute to the development of regional partner programs playbooks and best practices for the EMEA Central region
Share insights and learnings across the broader PDM community to drive continuous improvement


A day in the life
Your day will be a dynamic blend of strategic relationship building collaborative planning and technology innovation. Youll engage with system integrator partners design breakthrough partnership strategies and translate complex technological visions into actionable business plans. Youll leverage data and analytics to track performance across multiple dimensions: segments verticals horizontals and collaborate with various teams. Working backwards from partner business models youll help them understand how to maximize their AWS revenue streams and open new ones.

About the team
You will join the EMEA Central Partner Organization a high-performing team responsible for driving partner success across Germany ALPS (Austria Switzerland) and CEE markets. Our team is focused on scaling partner-led growth developing innovative go-to-market strategies and building the capabilities that enable partners to deliver exceptional customer outcomes. You will work closely with field sales solutions architects marketing and partner sales teams to drive results.

Reporting Structure: This role reports to the Partner Development Manager Lead for EMEA Central.



- 8 years of experience in partner management channel sales business development or related roles in the technology industry
- 5 years of experience working with System Integrators consulting firms or technology services organizations
- Demonstrated success building and executing partner business plans with measurable outcomes
- Experience in cloud computing enterprise software or infrastructure technology sectors
- Strategic Thinking: Strong business acumen with ability to identify opportunities develop strategies and drive execution
- Commercial Acumen: Deep understanding of partner economics business models and commercial structures
- Communication: Outstanding written and verbal communication skills in English and German; French is a strong plus
- Collaboration: Proven ability to work effectively across matrixed organizations and influence without direct authority
- Deep understanding of the Swiss enterprise technology market competitive landscape and customer buying behaviors
- Knowledge of System Integrator business models service delivery practices and partner ecosystem dynamics
- Understanding of cloud migration application modernization data analytics and emerging technologies (AI/ML GenAI)

- MBA or advanced degree in Business Technology or related field
- Experience managing partnerships with Switzerlands leading SIs (e.g. Swisscom T-Systems Accenture Deloitte PwC)
- Track record of driving partner success in regulated industries (financial services healthcare public sector)
- Experience with partner-led sales motions and complex multi-party deal structures
- Established network of relationships within the Swiss technology ecosystem
- Experience with CRM systems (Salesforce) partner management platforms and business intelligence tools
- Certifications in cloud technologies or relevant industry frameworks

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