Sr Partner Development Manager, National Consulting Partners, AMER

About the role

The AMER US Consulting Partner teams seeks a Partner Development Manager (PDM) to drive strategic partnerships with emerging and high impact consulting partners across North America. As the critical link between AWS and our most strategic National Consulting Partners, you will accelerate partner-led cloud adoption for AWS customers through co-sell motion, joint go-to-market execution, and disciplined pipeline generation.

Responsibilities

• Own and manage a portfolio of managed consulting partners, serving as the primary point of contact and trusted advisor across all aspects of the partner relationship
• Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities, translating strategy into measurable business outcomes with clear accountability
• Build and maintain senior-level relationships with partner leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning
• Independently assess portfolio health, identify emerging risks and opportunities, and make sound prioritization decisions with limited oversight
• Identify and develop opportunities to expand partner depth across target verticals, segments, and workload areas within the AMER region
• Drive proactive pipeline generation as the top priority — originating, qualifying, and advancing Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
• Maintain rigorous pipeline hygiene across all managed partners, ensuring timely opportunity updates, accurate stage progression, and clear next steps in AWSentral
• Collaborate with internal field sales teams to ensure seamless partner collaboration on customer opportunities and drive joint outcomes
• Coach partners on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale
• Design and execute Joint Go-To-Market (JGTM) strategies with partners — including solution positioning, demand generation, and field alignment — with the judgment to prioritize investments that drive the highest customer and business impact
• Enable partners to develop industry-specific and workload-specific solutions addressing customer needs in key verticals and segments
• Serve as a strategic thought partner to senior partner stakeholders, helping shape their AWS practice direction, investment priorities, and growth trajectory
• Assess partner capabilities and develop multi-quarter roadmaps to build competencies in priority workloads and AWS service areas, including Migration, Modernization, GenAI, and industry solutions
• Support partners in achieving relevant AWS competencies, certifications, and program milestones that unlock go-to-market resources and funding
• Manage partner funding and MDF investments with a high bar for ROI, ensuring alignment with joint business objectives and AWS program requirements
• Develop annual and quarterly business plans with quantifiable goals for pipeline generation, launched ARR, co-sell activity, and customer outcomes
• Conduct regular pipeline and business reviews using consistent, data-driven frameworks — and proactively raise findings and recommendations to leadership
• Collaborate with cross-functional teams (sales, marketing, solutions architecture, professional services) to coordinate partner success motions and resolve blockers at the appropriate level

Qualifications

• 6+ years of business development, partner development, sales or alliances management experience
• Experience collaborating and influencing multiple teams across multiple organizations
• 5+ years of experience working with System Integrators, consulting firms, or technology services organizations
• Demonstrated success building and executing partner business plans with measurable outcomes
• Experience in cloud computing, enterprise software, or infrastructure technology sectors