Partner Development Manager, Global SI

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

AWS Partner Development Managers are responsible for developing and promoting AWS Partner Network (APN) partners in specific technology areas and industries to customers and AWS field sellers. To accelerate our rapidly-growing partner community, we are looking for a motivated, technically savvy person to build upon our community of AWS partners that work with, or provide consulting services to clients requiring cloud-based solutions, that can leverage new and existing AWS Services. These partners help customers (i) migrate to the cloud, (ii) modernise their applications, (iii) solve problems and create opportunities through data & analytics and AI/ML and (iv) enhance their own customers experience through leading digital technologies. In this role, you will work across the AWS organization to develop high-quality partners.

You Will Be Expected To

Develop, lead and manage AWS Global SI partners.
Work with cross functional teams to create and execute on strategic business plans, inclusive of enablement, practice development, and marketing, to execute achievement against partner goals.

Drive partner sales revenue through regular pipeline, opportunity registration and business reviews with partners to manage progress against business plan and core KPIs.

Evangelize a partner s value proposition internally throughout AWS and externally with customers.

Drive solutions, APN Program attainment, continuous enablement through training and certifications and go-to-market strategies for differentiation and expanding their footprint.

Act as the owner of Partner Operations, which includes both setting up the administration and governance within the partner, as well as managing revenue reporting, opportunity registration in the APN

Key job responsibilities
- Develop and lead strategic joint business plans with Global SI partners to drive partner revenue and AWS solution sales.
- Conduct quarterly business reviews to track partner performance against revenue, pipeline, and competency targets.
- Build and maintain strong executive relationships with partners to secure engagement.
- Work cross-functionally inside AWS to secure alignment and resources for partner development initiatives.
- Set and track quarterly/annual partner pipeline and opportunity registration targets.
- Perform weekly pipeline reviews to drive opportunity growth and progression.
- Plan and execute joint marketing campaigns and sales incentives to accelerate partner solution sales.
- Promote qualified partner solutions internally at AWS through resources like solution showcases.
- Define and manage processes for partner operations including opportunity registration, revenue reporting, and governance.
- Lead partner onboarding as well as ongoing program attainment tracking.
- Maintain AWS cloud platform and partner ecosystem fluency through certifications and continuous learning.

A day in the life
- Hold weekly cadence meetings with strategic National SI and Solution partners to drive business plan execution by reviewing pipeline growth, opportunity progression, and marketing campaign effectiveness
- Attend daily AWS internal sync meetings to align on partner development initiatives, secure needed resources, and showcase partner successes
- Complete required AWS technical certifications through self-paced online courses and labs to stay current on services and best practices
- Write narratives on partner successes, contributions, and growth opportunities for monthly business reviews and executive updates
- Coach AWS account teams on positioning our partners value propositions, during deal pursuits
- Lead brainstorms on creating differentiated joint offerings.

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, hasn t followed a traditional path, or includes alternative experiences, don t let it stop you from applying.

Why AWS?
Amazon Web Services (AWS) is the world s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating that s 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
Here at AWS, it s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth
We re continuously raising our performance bar as we strive to become Earth s Best Employer. That s why you ll 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, there s nothing we can t achieve. - 3+ years of business development, partnership management, or sourcing new business experience
- Bachelors degree or equivalent
- Experience using data and metrics to determine and drive improvements