Senior Manager, Strategic Partner Development, AWS Partner COE Consulting

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains providing the business and technical expertise to help our customers succeed. Partner teams own the strategy recruiting development and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class leader to own the strategic relationship with a single strategic AWS Independent Software Vendor (ISV) this role you will lead a team of Partner Development Managers responsible for delivering on AWS strategy to drive enterprise adoption of the AWS cloud computing platform through this partner. You will set the vision and long-term strategy for the partnership build and develop a high-performing team and drive execution across joint solutions field engagement and GTM plans globally.

You will establish and grow executive-level business and technical relationships while providing strategic direction and coaching to your team on day-to-day partner interactions. You will be accountable for top line revenue growth overall market adoption and the operational excellence of your team. You will have a business background that enables you to engage at the CXO level a sales background that enables you to guide joint GTM efforts and demonstrated people leadership experience that enables you to attract develop and retain top talent. You should have a demonstrated ability to think strategically about business product and technical challenges across multiple technology segments the capacity to build and convey compelling value propositions and a track record of building and scaling teams. The position also requires a strong technical acumen and deep familiarity with cloud.


Key job responsibilities
- Build lead and develop a team of GTM Partner Development Managers establishing clear goals priorities and professional development paths for each team member.
- Define the long-term strategic vision for the partnership and align internal and external stakeholders around a unified roadmap.
- Work with multiple sales and technical teams within both AWS and the partner to define and execute joint technology marketing and sales initiatives.
- Serve as a key member of the AWS alliance leadership team in helping to define and deliver the overall go-to-market strategy.
- Engage partners field sales organizations channels and end customers to create and drive enablement and opportunities for AWS.
- Own the strategic business plan for target markets and products ensuring alignment with AWS and the partners strategic direction. This includes creation of detailed account plans to track partner progress and achievement to goals.
- Set and manage revenue targets and develop your teams capacity to work with partner and AWS sales organizations to achieve/exceed goals.
- Create and execute the business plan with key internal stakeholders (e.g. service teams marketing PR legal support etc.).
- Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
- Ensure that AWS sales field and partner business managers work closely with each partners customer base to maximize success using our web services.
- Ensure that AWS is the partners preferred public cloud computing platform across all partner product lines.
- Understand the technical requirements of the partner and work closely with the internal AWS development team to guide the direction of our product offerings.
- Prepare and deliver business reviews to the senior management team representing the health and trajectory of the partnership and your teams performance.
- Manage complex negotiations and serve as a liaison to the legal group.
- Create and execute operational rigor including territory management account management and business reviews (internal/external).
Foster a culture of inclusion ownership and continuous improvement within the team.


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.

- 5 years of people management experience
- 10 years of developing negotiating and executing business agreements experience
- 10 years of professional or military experience
- Bachelors degree or equivalent
- Experience developing strategies that influence leadership decisions at the organizational level

- Experience in negotiating complex agreements with an understanding of legal terminology and reasoning
- Experience interpreting data and making business recommendations
- MBA or Advanced degree
- Experience managing and scaling teams of 5 in partner development business development or alliance management roles
- Track record of coaching and developing talent at multiple career levels

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 San Francisco - 213000.00 - 288200.00 USD annually
USA IL Chicago - 193700.00 - 262000.00 USD annually