Sr Partner Development Manager, National Consulting Partners, AMER

Amazon Web Services, Inc.•3h ago

United StatesOnsiteFull-timeSenior Level5+ yrs exp

H-1B verified · 2310 LCAs

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Hr Business Partner

The AMER US Consulting Partner teams seeks a Partner Development Manager (PDM) to drive strategic partnerships with emerging and high impact consulting partners across North America. As the critical link between AWS and our most strategic National Consulting Partners, you will accelerate partner-led cloud adoption for AWS customers through co-sell motion, joint go-to-market execution
disciplined pipeline generation. This role demands deep expertise in managing complex partner relationships, building repeatable co-sell practices
enabling partners to engage enterprise customers on cloud transformation, migration, modernization
GenAI initiatives. You will own end-to-end partner relationships across a portfolio of managed consulting partners, developing Partner Business Plans that align partner capabilities with market opportunities while driving measurable pipeline and revenue outcomes. The ideal candidate is a channel-savvy operator with a proven ability to think strategically about indirect sales models, exercise sound business judgment in ambiguous situations
deliver results through influence without authority. Success requires building trusted advisor relationships at senior levels, designing scalable go-to-market strategies, developing partner co-sell capabilities
contributing meaningfully to program direction and team-wide best practices. This position offers the opportunity to shape the AMER consulting partner community, working with a portfolio of emerging and scaling System Integrators and Consulting Partners to accelerate customer adoption across migration, modernization
GenAI full-stack initiatives. You'll collaborate across AWS sales, marketing, solutions architecture
professional services teams — often setting the direction for how those cross-functional relationships operate — to deliver exceptional partner and customer outcomes in one of the world's most dynamic cloud markets. Key job responsibilities Strategic Partner Management
Own and manage a portfolio of managed consulting partners, serving as the primary point of contact and trusted advisor across all aspects of the partner relationship
Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities, translating strategy into measurable business outcomes with clear accountability
Build and maintain senior-level relationships with partner leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning
Independently assess portfolio health, identify emerging risks and opportunities, and make sound prioritization decisions with limited oversight
Identify and develop opportunities to expand partner depth across target verticals, segments, and workload areas within the AMER region Pipeline Generation & Co-Sell Execution
Drive proactive pipeline generation as the top priority — originating, qualifying, and advancing Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
Maintain rigorous pipeline hygiene across all managed partners, ensuring timely opportunity updates, accurate stage progression, and clear next steps in AWSentral
Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities and drive joint outcomes
Coach partners on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale Go-To-Market Development
Design and execute Joint Go-To-Market (JGTM) strategies with partners — including solution positioning, demand generation
field alignment — with the judgment to prioritize investments that drive the highest customer and business impact
Enable partners to develop industry-specific and workload-specific solutions addressing customer needs in key verticals and segments
Serve as a strategic thought partner to senior partner stakeholders, helping shape their AWS practice direction, investment priorities, and growth trajectory Partner Capability Development
Assess partner capabilities and develop multi-quarter roadmaps to build competencies in priority workloads and AWS service areas, including Migration, Modernization, GenAI, and industry solutions
Support partners in achieving relevant AWS competencies, certifications, and program milestones that unlock go-to-market resources and funding
Manage partner funding and MDF investments with a high bar for ROI, ensuring alignment with joint business objectives and AWS program requirements Business Planning & Execution
Develop annual and quarterly business plans with quantifiable goals for pipeline generation, launched ARR, co-sell activity, and customer outcomes
Conduct regular pipeline and business reviews using consistent, data-driven frameworks — and proactively raise findings and recommendations to leadership
Collaborate with cross-functional teams (sales, marketing, solutions architecture, professional services) to coordinate partner success motions and resolve blockers at the appropriate level About the team About AWS 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
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
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 in the cloud.
6+ years of business development, partner development, sales or alliances management experience - Experience collaborating and influencing multiple teams across multiple organizations - 5+ years of experience working with System Integrators, consulting firms
technology services organizations - Demonstrated success building and executing partner business plans with measurable outcomes - Experience in cloud computing, enterprise software
infrastructure technology sectors
Experience interpreting data and making business recommendations - Experience identifying, negotiating
executing complex legal agreements Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability
other legally protected status. 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 https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t 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
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
parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits . USA, IL, Chicago - 147,900.00 - 200,100.00 USD annually USA, MA, Boston - 147,900.00 - 200,100.00 USD annually USA, NY, New York - 162,700.00 - 220,200.00 USD annually USA, VA, Herndon - 147,900.00 - 200,100.00 USD annually

Required skills

AWScloud computingpartner managementbusiness planningpipeline generationgo-to-market strategyco-sell practicesconsulting