Director, AWSI Partner Sales, AMER Partner Management

AWS is seeking a Director AWSI Partner Sales to lead and scale partner-led growth across AWS Industry (AWSI) verticals. This leader will own the strategic direction and operational execution of partner sales motions aligned to AWSIs industry-specific go-to-market working with C-suite partner executives AWSI Division leaders and cross-functional teams to accelerate cloud adoption and deliver transformational customer outcomes through the AWS Partner Network.
The role manages a team of Partner Sales Managers aligned to AWSI industry segments. This is a high-visibility leadership position at the intersection of AWSs partner ecosystem and industry sales strategy requiring deep collaboration with AWSI field sales solution architecture partner development and specialist teams to drive durable competitive advantage for customers in cloud generative AI and agentic AI.
About the Business
AWSI represents AWSs industry-aligned sales motion serving customers across Financial Services Healthcare & Life Sciences Automotive & Manufacturing Media & Entertainment Energy Telecom and other verticals through dedicated industry sales teams. Partners are critical to AWSIs success and central to how we deliver industry-specific solutions to customers. The Director AWSI Partner Sales will be the single-threaded owner of partner sales execution within this business unit ensuring that partner-attached and partner-originated pipeline translates into industry-relevant customer outcomes at scale.
Functional Experience and Key Leadership Principles
Sales Leadership & Accountability
15 years of progressive sales leadership experience in channel partner or alliance sales within infrastructure cloud or enterprise technology. Experience managing multi-layered sales organizations with direct quota accountability. Demonstrates Customer Obsession by aligning partner strategies to measurable customer outcomes and time-to-value within specific industry contexts. Demonstrates Deliver Results through consistent over-achievement against revenue targets and partner-influenced pipeline goals across business cycles.
Industry Expertise & Strategic Vision
Experience designing and executing go-to-market strategies through indirect sales channels with demonstrated ability to tailor partner engagement models to industry-specific workloads regulatory requirements and customer buying patterns. Thinks Big to define next-generation partner engagement models that drive AWSI reach and impact across industry verticals. Takes Ownership as the single-threaded leader of partner sales within AWSI thinking long-term and never sacrificing durable partner relationships for short-term gains.
Cross-Functional Partnership & Organizational Leadership
Experience leading through influence in matrixed operating structures collaborating with industry sales leaders partner development marketing product specialist and solution architecture teams. Earns Trust with C-suite partner executives AWSI field leaders and cross-functional stakeholders through transparency competence and consistent follow-through. Hires and Develops the Best by building high-performing inclusive teams and investing in mechanisms that elevate talent across the partner sales function.
Operational Rigor & Results Delivery
Experience establishing performance metrics pipeline inspection cadences and data-driven decision-making frameworks. Demonstrates Bias for Action and Insists on the Highest Standards through disciplined execution against business targets and partner enablement goals.


Key job responsibilities
Define and execute the AWSI Partner Sales strategy to drive revenue growth customer acquisition and accelerated cloud adoption through industry-aligned partner motions
Build lead and develop a team of Partner Sales Managers responsible for co-selling with strategic consulting technology and services partners within AWSI verticals
Establish and maintain C-level relationships with strategic partner organizations aligning joint business plans to AWSI industry priorities
Collaborate with AWSI Division leaders and field sales leadership to integrate partner-led motions into industry territory and account planning
Drive partner attachment to strategic industry workloads including generative AI migrations SAP VMware modernization and industry-specific solutions
Own pipeline development forecasting accuracy and performance delivery against annual targets for partner-attached and partner-originated AWSI opportunities
Drive ISV co-sell and AWS Marketplace execution within AWSI accounts identifying customer use cases for priority ISVs and managing the full marketplace procurement cycle
Operate as a core member of the AWSI and AMER Partner Sales leadership teams contributing to organizational strategy operating model design and culture
Represent AWS Partner Sales externally at industry events partner summits and executive engagements


15 years of experience in partner/channel sales alliance management or technology sales leadership
10 years leading and developing high-performing teams including experience as a leader of leaders
Experience managing $200M in partner-influenced or partner-originated pipeline/revenue through indirect sales channels
Experience working with Global System Integrators ISVs Managed Service Providers and Consulting Partners
Demonstrated ability to operate within industry-vertical sales organizations and tailor partner strategies to industry-specific customer needs
Experience building partner-originated pipeline (net-new demand creation) not solely overlay or partner-attached motions
Strong business acumen with the ability to set vision develop strategy and deliver ambitious goals in a matrixed environment


Experience operating in cloud computing SaaS or infrastructure technology markets with industry specialization (e.g. Financial Services Healthcare Manufacturing)
Experience developing co-sell strategies with ISVs SIs MSPs and consulting partners in regulated or complex industries
MBA or equivalent graduate-level business education
Experience driving partner engagement in generative AI data analytics or digital transformation domains
Working knowledge of AWS services the AWS Partner Network and AWS Marketplace


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