Sr. Partner Sales Manager, US Enterprise

Amazon Web Services (AWS) drives partner-led revenue across complex enterprise customers through its cloud ecosystem. The Sr. Partner Sales Manager will own quota-carrying co-sell execution, develop strategic partner relationships, and drive revenue across AWS Marketplace, cloud migration, and Generative AI initiatives. The role also requires territory strategy, CRM and forecast discipline, and cross-functional orchestration to advance deals and mitigate risks.

Responsibilities:

• Achieve Revenue Targets: Own direct quota accountability across an industry-aligned territory, co-selling with GSI/SIs and ISVs. Prospect, qualify, develop, and close partner-delivered opportunities through joint pursuit plans that align partner capabilities to specific customer outcomes. Maintain pipeline accuracy across AWS and partner CRM systems, advance deals from qualification to close, and deploy co-sell funding mechanisms to compress sales cycles
• Execute Co-Sell Motions: Co-sell with GSI, SI, and ISV partners to accelerate pipeline and close revenue. Engage partners early in joint accounts to shape deals and establish credibility. Position joint solutions alongside field sellers by connecting partner capabilities to specific customer outcomes. Structure deals to simplify procurement and compress sales cycles
• Drive Migration-Attached Revenue: Lead cross-functional deal progression for migration opportunities — coordinating GSI/SI delivery partners, positioning solution options (mainframe modernization, DC exit, VMware displacement, app rationalization), and building multi-stakeholder consensus across procurement, IT leadership, and business owners. Accelerate client migration of legacy environments to AWS at scale
• Develop Strategic Partner Relationships: Build and deepen partner relationships that unlock new line-of-business personas and buying centers within customer accounts. Drive pipeline creation through joint account planning, QBRs, and targeted scale campaigns with the One Partner Team — mapping partner capabilities to high-priority workloads and active customer initiatives to generate qualified co-sell opportunities
• Shape Partner Co-Sell Deals Through AWS Marketplace: Identify, structure, and advance partner-sourced opportunities that solve customer challenges in areas such as regulatory compliance, data modernization, security, and digital transformation — aligning the right ISV solution to the right business outcome
• Accelerate Marketplace Adoption: Articulate the financial and operational benefits of consolidated ISV purchasing to procurement, vendor management, and business stakeholders. Position Marketplace as the single platform where clients evaluate and purchase partner solutions — simplifying procurement and reducing cost
• Own Territory Strategy: Mobilize cross-functional resources across field sales, solution architects, AWS Professional Services, business development, and partner delivery organizations to drive sales velocity. Develop and execute territory plans that map specific partner capabilities to customer transformation priorities — Marketplace adoption, migration programs, and Generative AI readiness — with defined owners, timelines, and success metrics
• Maintain Operational Discipline: Ensure CRM accuracy, forecast precision, and program utilization tracking. Use AI tools to produce pipeline briefs and risk assessments for leadership. Execute through the OneTeam model, holding cross-functional stakeholders accountable to shared commitments
• Deliver Against Goals and Mitigate Risk Proactively: Identify blockers early, escalate with context and proposed resolution paths, route field feedback to close execution gaps, and engage the right stakeholders to unblock stalled deals — accelerating close and protecting partner and customer trust

Requirements:

• 7+ years of technology related sales, business development or equivalent experience
• Experience in direct field selling software or cloud solutions
• Experience co-selling with partners through account management, product alignment, or business development engagements
• Track record of consistently exceeding revenue targets in a quota-carrying role across multiple performance periods
• Proven ability to engage C-suite and procurement stakeholders, connecting partner solutions to measurable business outcomes
• Experience structuring and closing partner-attached deals through AWS Marketplace (private offers, channel partner private offers, and consulting partner private offers) with ability to articulate procurement consolidation, spend visibility, and contract simplification to customer buying teams
• Experience building cloud migration business cases — articulating cost-of-delay, TCO, and partner delivery differentiation to move customers off legacy infrastructure
• Ability to identify Generative AI use cases and map partner capabilities with enough precision to secure discovery meetings and advance to proof-of-concept
• Strong written and verbal communication skills with demonstrated ability to produce high-quality business documents; comfort using AI tools to accelerate writing, analysis, and forecasting