Director, AWSI Partner Sales, AMER Partner Management

Amazon Web Services, Inc.•5h ago

United StatesOnsiteFull-timeDirector Level15+ yrs exp

H-1B verified · 2310 LCAs

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Management ConsultantSales RepresentativeSales EngineerHr Business Partner

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 AWSI's industry-specific go-to-market, working with C-suite partner executives, AWSI Division leaders
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 AWS's partner ecosystem and industry sales strategy, requiring deep collaboration with AWSI field sales, solution architecture, partner development
specialist teams to drive durable competitive advantage for customers in cloud, generative AI
agentic AI. About the Business AWSI represents AWS's industry-aligned sales motion, serving customers across Financial Services, Healthcare & Life Sciences, Automotive & Manufacturing, Media & Entertainment, Energy, Telecom
other verticals through dedicated industry sales teams. Partners are critical to AWSI's 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
alliance sales within infrastructure, cloud
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
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
solution architecture teams. Earns Trust with C-suite partner executives, AWSI field leaders
cross-functional stakeholders through transparency, competence
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
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
AWS Marketplace 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.

Required skills

AWScloudsalespartner managementconsultingtechnologyservicespipeline developmentforecastingISVSaaSinfrastructure