Partner Director

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. As a market leader in enterprise analytics and AI software, we empower people to make better decisions and revolutionize how businesses operate. We are pioneering the BI and analytics space, providing data via our enterprise semantic layer to AI agents, tools, and platforms, and leading a groundbreaking shift in digital assets by adopting bitcoin as our primary treasury reserve asset since 2020.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence, fostering an environment where every employee's contributions are recognized and valued.

About the role

MicroStrategy is building a high-velocity, independent partner-revenue engine, and we are seeking an elite, execution-focused AWS Partner Manager. This is not an administrative alliance role; you are a revenue-producing builder. Reporting directly to the VP of Strategic Partnerships, your primary mission is to systematically insert MicroStrategy Mosaic AI into active AWS enterprise sales cycles. By positioning our advanced semantic and enterprise AI layer as a high-value accelerator for AWS cloud consumption and modern data stack deployments, you will unlock net-new sourced pipeline.

Responsibilities

• Programmatic Field Execution & Mosaic AI Attach (50%)
  • Field Co-Selling Mechanics: Actively map and build high-impact relationships with AWS field sellers, including Partner Development Managers (PDMs), ISV Success Managers, and Enterprise Account Executives.
  • The Attach Strategy: Educate AWS field teams on how attaching MicroStrategy Mosaic AI to their deals accelerates customer data projects and helps customers retire their massive annual AWS cloud spend commitments (EDP/MADA) via the AWS Marketplace.
  • Deal Ingestion & Mapping: Execute programmatic, account-level mapping against top-tier enterprise target accounts to discover net-new joint pipeline opportunities.
• Evangelizing the "Trifecta" Architecture (30%)
  • Solution Positioning: Successfully pitch the modern data stack "Trifecta" architecture to technical and business stakeholders: Data Storage/Gravity (AWS Redshift/S3/Bedrock) + Open-Source Orchestration (Kestra) + Semantic Visualization & GenAI Safety (MicroStrategy Mosaic AI).
  • Joint Marketing & Field Enablement: Leverage Marketing Development Funds (MDF) to execute hyper-targeted, local co-selling events and workshops that bring AWS AEs, Kestra champions, and MicroStrategy teams together to solve complex enterprise AI challenges.
• Operational Governance & Pipeline Hygiene (20%)
  • ACE Portal Optimization: Own the day-to-day management and validation of the AWS Co-Sell Incentive (ACE) portal to ensure precise sourcing attribution, high data hygiene, and frictionless routing for your active pipeline.
  • Protecting Operational Boundaries: Guard team velocity by enforcing strict operational borders. Drive strategic alliance leverage after an inbound opportunity is validated as an active co-sell play, while core AE teams and Sales Ops handle individual private offer generation.

Requirements

• AWS Alliance Expertise: 5+ years of enterprise software partner management or cloud co-selling experience, with deep, hands-on knowledge of the AWS field sales organization, marketplace mechanics, and ACE portal workflows.
• Revenue Mindset: Proven track record of hitting and exceeding partner-sourced pipeline and revenue quotas. You talk in terms of ACV, close rates, and pipeline velocity, not just "partner meetings."
• Technical DNA: Clear understanding of the Modern Data Stack (MDS), data warehousing (Redshift, Snowflake), cloud orchestration tools (Kestra), and enterprise AI/LLM integration patterns.
• The "Execution" Mentality: Highly organized self-starter who thrives in building processes from scratch. You write your own scripts, run your own account-mapping sessions, and know how to clear operational roadblocks independently.
• BA, BS (or equivalent work experience), MBA preferred.
• 10+ years’ experience in Sales Leadership - Account, Alliance, or Partner Management.
• Proven experience in the management of large global or regional system integrator partnerships.
• Strong relationship and sales skills, with experience directly selling and understanding what it takes to be a phenomenal influencer in partnerships.
• Channel experience including selling with or managing channel partners.
• High level of energy, grit, engagement, proactivity, and commitment to attaining personal and company goals.
• Proven history of working independently and with cross-functional teams to achieve company and team objectives.
• Attention to detail and the ability to plan and execute are essential.
• Strong business acumen and capable of developing and managing strategic plans with partner and company executives.
• Strategic planning and analytic capabilities.
• Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly.
• Ability to excel in a team environment, espousing cooperation, and mutual respect.
• Demonstrated ability to work in a virtual and matrix environment.
• Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment.
• 25% or more travel within North America.
• Strong communication (written and verbal) and presentation skills.

Location

Strategy headquarters in Tysons Corner, Virginia, at least 4 days a week.

Pay

The base salary range for this role is $129,900 to $233,700 and represents a good faith estimate of the range at the time of posting. Strategy maintains broad salary ranges to account for differences in skills, experience, qualifications, internal peer equity, market conditions, and business needs. Candidates are typically placed within the range based on these factors, and it is not common for individuals to be hired at or near the top of the range. The posted range reflects base salary only. Eligible employees may also participate in bonus programs, sales incentives, equity awards, and comprehensive benefits, as applicable.