ProServe Partner, Programs, ProServe Partner Organization

About the role

Join a team redefining the Cloud industry by driving measurable AWS revenue growth through strategic partner-led customer acquisition.

Responsibilities

• Own and drive the strategic and operational relationships with select partner organizations 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.
• 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