Global Partner Development Manager
About Opportunity Would you like to be part of a team redefining how enterprises build and innovate with cloud and generative AI? Amazon Web Services is leading the next paradigm shift in computing — from generative AI with Amazon Bedrock to large-scale cloud transformation with AWS Transform — and is looking for world-class candidates to manage strategic AWS partnerships with leading Global System Integrators. Do you have the business acumen, technical curiosity, and partner ecosystem expertise to position AWS as the innovation platform of the future? About the Role As a Partner Development Manager within Amazon Web Services (AWS), you will have the exciting opportunity to deliver on strategy to build mind share and drive adoption of AWS’s cloud platform — including AI services (Amazon Bedrock, Amazon Q, Amazon SageMaker), data and analytics (Amazon Redshift, AWS Glue, Amazon DataZone), application development (Amazon EKS, AWS Lambda, AWS App Studio), and cloud transformation offerings (AWS Transform, AWS Migration Hub, AWS Mainframe Modernization) — with one of AWS’s key Global System Integrator partners and their customers. Your Impact Your responsibilities will include driving executive and field relationships with a Global System Integrator. By establishing and growing business and technical relationships, and managing the day-to-day interactions with key accounts, you will be responsible for driving top-line revenue growth and overall end-customer adoption across the segments. Role and Responsibilities • Own and drive joint engagements between the Global System Integrator and AWS, managing co-sell and co-build motions across the partnership. • Work with Geo-level and Country Partner management, and AWS account teams in a highly collaborative operating model to develop pipeline specific to the Global System Integrator. • Serve as a key member of the Business Development team in defining and delivering the joint solution set and supporting collateral. • Liaise with the Partner’s field sales organization, channels, and end customers to create and drive revenue opportunities for AWS. • Define and execute a strategic business development plan spanning Generative AI (Amazon Bedrock, Amazon Q, PartyRock), Data & Analytics (Amazon Redshift, Amazon DataZone, AWS Clean Rooms), Cloud Transformation (AWS Transform, AWS Migration Acceleration Program), and Industry Solutions — aligned with AWS’s next-generation go-to-market priorities. • Drive joint Generative AI and Data/AI strategies leveraging Amazon Bedrock, Amazon SageMaker, and Amazon Q — helping the GSI build practice capabilities, industry solutions, and customer proof-of-concepts on AWS’s AI stack. • Partner with the GSI to drive large-scale cloud transformation programs using AWS Transform, AWS Mainframe Modernization, and the AWS Migration Acceleration Program (MAP), targeting enterprise workload migration at scale. • Drive co-sell and co-build motions on AWS Marketplace and ISV Accelerate to unlock new revenue streams for both AWS and the partner. • Execute the strategic business development plan while working with key internal stakeholders (e.g., service teams, legal, support, etc.). • Identify specific customer segments and industry verticals to approach with a joint value proposition for using AWS. • Enable partner’s practice development leveraging AWS Partner Central, AWS Skill Builder, and AWS Certification programs. • Position AWS for internal use by the partner organization. • Work closely with the Global System Integrator’s customer base to ensure they are successful using AWS, making sure they have the technical resources required. • Ensure that AWS is the Global System Integrator’s preferred cloud computing platform across all product lines. • Understand the technical requirements of the Global System Integrator and work closely with internal development teams to guide the direction of product offerings. • Prepare and deliver business reviews to the senior management team. • Support contract negotiations and serve as a liaison to the legal group. Ideal Candidate The ideal candidate will possess both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to easily interact with customers and account management/field reps. The candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. Familiarity with AWS’s generative AI portfolio (Amazon Bedrock, Amazon Q) and cloud transformation methodologies (AWS Transform, MAP) is highly desirable.
Basic Qualifications
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
Preferred Qualifications
- MBA
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