Director, AWSI Partner Sales, AMER Partner Management
About the role
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, and cross-functional teams to accelerate cloud adoption and deliver transformational customer outcomes through the AWS Partner Network.
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
Requirements
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-attached 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
Strong business acumen with the ability to set vision, develop strategy, and deliver ambitious goals in a matrixed environment
Qualifications
- 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, and AWS Marketplace
Skills
Deep understanding of AWS services and the AWS Partner Network
Benefits
N/A
Pay
N/A
Schedule
N/A