Sr Partner Development Manager, National Consulting Partners, AMER

About the role

The AMER US Consulting Partner teams seek a Partner Development Manager (PDM) to drive strategic partnerships with emerging and high impact consulting partners across North America.

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.
• Maintain senior-level relationships with partner leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning.
• 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.