ProServe Partner, Programs, ProServe Partner Organization

About the role

Amazon Web Services Professional Services (ProServe) has identified a $137M incremental ARR opportunity in thousands of existing AWS customers with high-growth attributes who have never had a ProServe engagement. We are looking for a world-class PPO ProServe Account Executive to own and drive our partner ecosystem in generating and converting this pipeline at scale.

Responsibilities

• Own and drive the strategic and operational relationships with select partner organizations (I.e. Accenture, EPAM, Deloitte, Slalom, Thoughtworks, Effectual) responsible for generating pipeline across ~6,800 accounts.
• Drive partner accountability for account coverage commitments, pipeline creation targets, opportunity progression, and conversion to ProServe engagements.
• Co-sell directly alongside partners on partner-originated opportunities.
• Once a partner identifies and qualifies a customer need, join discovery calls, shape the ProServe solution proposal, and present the AWS value proposition to customer decision-makers.
• Own the ProServe deal through closure on partner-sourced opportunities (prime or sub): once partners originate and qualify pipeline, take ownership of opportunity progression from qualified stage through SOW execution, MSA creation (if necessary) navigate internal AWS approvals (legal, investment committees), and drive deals to booking.
• Lead customer-facing conversations on ProServe commercial constructs once partners have opened the door. Articulate Fixed Price packaging, investment models, and engagement value to C-suite and VP-level buyers alongside the partner account teams who originated the opportunity.
• Orchestrate cross-functional deal support on partner-originated deals by engaging ProServe Solution Architects, Delivery Leads, and Pricing teams to accelerate deal velocity and remove technical or commercial blockers before they stall progression.
• Coordinate with existing AWS Account Teams (ProServe PAEs, Account Managers, and Technical Account Managers) on partner-originated opportunities where target accounts roll up to parent accounts already covered by established AWS teams. Ensure alignment on customer engagement strategy, avoid conflicts with in-flight motions, and leverage existing account relationships to accelerate deal progression.
• Own the wave-based account assignment strategy: design and optimize account distribution to partners, manage the 30-day review cycle, analyze coverage gaps, process returned accounts, and reassign for maximum coverage and conversion.
• Design, lead, and continuously iterate on partner cadences (weekly pipeline reviews, monthly business reviews) to track progress, remove blockers, and accelerate deal velocity.
• Leverage AI-powered Sales Agent outputs and GenAI-powered account intelligence to equip partners with account-specific sales plays, customer research, and propensity-to-buy signals that accelerate their prospecting.
• Own end-to-end pipeline reporting and analytics across the partner ecosystem: accounts contacted, opportunities created, pipeline TCV, conversion rates, and velocity against the 200 new-logo target.
• Own and govern ProServe Investment allocation for partner-led opportunities, ensuring compliance with the adjusted 1x ARR-to-Investment guardrail and tracking payback period.
• Proactively identify high-performing partner motions, systematize best practices, and drive adoption across the partner ecosystem. Surface patterns in partner feedback to inform program iteration.

Qualifications

• 5+ years of professional or military experience
• Experience structuring and negotiating complex agreements and leading cross-functional groups to orchestrate and successfully complete deals
• Experience with sales CRM tools such as Salesforce or similar software
• Re-imagining the application of AI tools to drive Program outcomes