Sr. Partner Sales Manager, Enterprise

About The Team

AWS Partner Sales drives partner-led revenue across AWS's largest and most complex enterprise customers, operating at the intersection of enterprise sales, strategic alliances, and industry specialization. Team members combine deep industry knowledge with executive selling skills and operational excellence, championing a culture of customer obsession, ownership, and bias for action.

AWS Global Sales

AWS Global Sales drives worldwide cloud adoption, enabling customers of all sizes to innovate and expand. The team empowers every customer to grow through tailored service, technology, and support, diving deep to understand unique challenges and craft innovative solutions.

About The Role

A quota-carrying sales professional responsible for co-sell execution from partner selection through close, driving partner-delivered revenue across an industry-aligned territory. The role requires matching partner capabilities to active customer needs, positioning joint value to field and customer stakeholders, and maintaining pipeline discipline across one or more sales territories. Operating across AWS Marketplace, cloud migrations, and Generative AI, the PSM engages customer, partner, and AWS field stakeholders to build pipeline, increase partner-led deal flow, and deliver revenue against quota. The ideal candidate operates with minimal direction, prioritizes decisively, escalates with context when deals exceed scope, and builds credibility through consistent execution.

Key Job Responsibilities

SALES — Revenue Achievement, Co-Sell Execution & Partner Solution Positioning

• Achieve Revenue Targets: Own direct quota accountability across an industry-aligned territory, co-selling with GSI/SIs and ISVs. Prospect, qualify, develop, and close partner-delivered opportunities through joint pursuit plans that align partner capabilities to specific customer outcomes. Maintain pipeline accuracy across AWS and partner CRM systems, advance deals from qualification to close, and deploy co-sell funding mechanisms to compress sales cycles.
• Execute Co-Sell Motions: Co-sell with GSI, SI, and ISV partners to accelerate pipeline and close revenue. Engage partners early in joint accounts to shape deals and establish credibility. Position joint solutions alongside field sellers by connecting partner capabilities to specific customer outcomes. Structure deals to simplify procurement and compress sales cycles.
• Drive Migration-Attached Revenue: Lead cross-functional deal progression for migration opportunities — coordinating GSI/SI delivery partners, positioning solution options (mainframe modernization, DC exit, VMware displacement, app rationalization), and building multi-stakeholder consensus across procurement, IT leadership, and business owners. Accelerate client migration of legacy environments to AWS at scale.

ALLIANCES — Strategic Partner Development & Industry Ecosystem Building

• Develop Strategic Partner Relationships: Build and deepen partner relationships that unlock new line-of-business personas and buying centers within customer accounts. Drive pipeline creation through joint account planning, QBRs, and targeted scale campaigns with the One Partner Team — mapping partner capabilities to high-priority workloads and active customer initiatives to generate qualified co-sell opportunities.
• Shape Partner Co-Sell Deals Through AWS Marketplace: Identify, structure, and advance partner-sourced opportunities that solve customer challenges in areas such as regulatory compliance, data modernization, security, and digital transformation — aligning the right ISV solution to the right business outcome.
• Accelerate Marketplace Adoption: Articulate the financial and operational benefits of consolidated ISV purchasing to procurement, vendor management, and business stakeholders. Position Marketplace as the single platform where clients evaluate and purchase partner solutions — simplifying procurement and reducing cost.

OPERATIONS — Execution Rigor & Cross-Functional Orchestration

• Own Territory Strategy: Mobilize cross-functional resources across field sales, solution architects, AWS Professional Services, business development, and partner delivery organizations to drive sales velocity. Develop and execute territory plans that map specific partner capabilities to customer transformation priorities — Marketplace adoption, migration programs, and Generative AI readiness — with defined owners, timelines, and success metrics.
• Maintain Operational Discipline: Ensure CRM accuracy, forecast precision, and program utilization tracking. Use AI tools to produce pipeline briefs and risk assessments for leadership. Execute through the OneTeam model, holding cross-functional stakeholders accountable to shared commitments.
• Deliver Against Goals and Mitigate Risk Proactively: Identify blockers early, escalate with context and proposed resolution paths, route field feedback to close execution gaps, and engage the right stakeholders to unblock stalled deals — accelerating close and protecting partner and customer trust.

Basic Qualifications

• 7+ years of technology related sales, business development or equivalent experience
• Experience in direct field selling software or cloud solutions
• Experience co-selling with partners through account management, product alignment, or business development engagements

Preferred Qualifications

• Track record of consistently exceeding revenue targets in a quota-carrying role across multiple performance periods
• Financial Services experience (regulatory frameworks, procurement governance, and vendor evaluation) with the ability to anticipate how regulatory shifts and market disruptions will reshape technology buying decisions
• Proven ability to engage C-suite and procurement stakeholders, connecting partner solutions to measurable business outcomes
• Experience structuring and closing partner-attached deals through AWS Marketplace (private offers, channel partner private offers, and consulting partner private offers) with ability to articulate procurement consolidation, spend visibility, and contract simplification to customer buying teams
• Experience building cloud migration business cases — articulating cost-of-delay, TCO, and partner delivery differentiation to move customers off legacy infrastructure
• Ability to identify FSI-specific Generative AI use cases and map partner capabilities with enough precision to secure discovery meetings and advance to proof-of-concept
• Strong written and verbal communication skills with demonstrated ability to produce high-quality business documents; comfort using AI tools to accelerate writing, analysis, and forecasting

Pay

USA, CA, San Francisco: $157,100.00 - $212,500.00 USD annually
USA, CO, Denver: $142,800.00 - $193,200.00 USD annually
USA, MA, Boston: $142,800.00 - $193,200.00 USD annually

Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation determined based on factors including experience, qualifications, and location.

Benefits

Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits.

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

This response is AI-generated, for reference only.