Sr. Partner Sales Manager, ISV

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.

Responsibilities

• Sales — Revenue Achievement, Partner Solution Positioning & Co-Sell Execution
  • Achieve revenue targets by driving partner-originated and partner-assisted opportunities across an industry-aligned territory with quota accountability—consistently meeting assigned goals, progressing deal stages, managing pipeline hygiene, and utilizing partner funding programs to accelerate pipeline velocity.
  • Execute co-sell motions with Global System Integrators/System Integrators (GSI/SI) and Independent Software Vendors (ISV) partners, engaging early in the sales cycle to build trust; articulate partner technical capabilities and competitive differentiators to field sales teams and customers, and position how partner solutions address customer needs through AWS Marketplace transactions.
  • Support migration business value by partnering with GSI/SI firms to position cloud migration solutions—including mainframe modernization, data center exits, and application rationalization—while engaging customer stakeholders including procurement and business leaders to drive deal progression.
• Alliances — Strategic Partner Development & Industry Ecosystem Building
  • Cultivate strategic relationships that unlock new line-of-business personas in customer accounts; drive net-new pipeline creation through structured account planning, business reviews, and scale sales campaigns in collaboration with the One Partner Team—aligning specific partners to high-priority workloads and use cases.
  • Shape deals with partners leveraging Marketplace that address critical industry priorities—including regulatory compliance, data modernization, security, and digital transformation—while positioning partner solutions to solve customer needs and supporting PPA demand plans.
  • Drive customer adoption of the Marketplace flywheel by engaging procurement and business stakeholders; leverage Marketplace listings, case studies, and reference architectures to accelerate partner-led deal flow and sell the value of Marketplace to partners for in-flight opportunities.
• Operations — Execution Rigor & Cross-Functional Orchestration
  • Own partner strategy and mobilize cross-functional resources across Sales, Solution Architects, AWS Professional Services, Business Development, and partner organizations to drive sales velocity; develop and execute territory plans that map partner capabilities to customer transformation priorities including Marketplace adoption, migration programs, and AI readiness.
  • Role model Amazon Leadership Principles and drive impactful outcomes through the OneTeam approach; demonstrate proficiency with AI tools to produce quality documents, leverage AI insights for forecasting and leadership alignment, and maintain operational excellence in CRM hygiene, program utilization tracking, and forecast accuracy.
  • Consistently achieve goals and proactively mitigate risks; triage and escalate blockers to maximize revenue realization, share field feedback to address execution gaps, and engage stakeholders to meet customer and partner needs.

About The Team

AWS Partner Sales is the team responsible for driving partner-led revenue across AWS's largest and most complex enterprise customers. We operate at the intersection of enterprise sales, strategic alliances, and industry specialization—helping customers solve their most critical business challenges through the AWS partner ecosystem. Our team members are trusted advisors who combine deep industry knowledge with executive selling skills and operational excellence. We champion a culture of customer obsession, ownership, and bias for action—and we believe the best outcomes emerge when AWS, partners, and customers work as one team toward shared goals.

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud.

Requirements

Basic Qualifications

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

Preferred Qualifications

• Track record of consistently exceeding revenue targets in a quota-carrying role across multiple performance periods.
• 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 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.

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.

Pay

• USA, CA, San Francisco: $157,100.00 - $212,500.00 USD annually
• USA, FL, Miami: $142,800.00 - $193,200.00 USD annually
• USA, NY, New York: $157,100.00 - $212,500.00 USD annually
• USA, TX, Austin: $142,800.00 - $193,200.00 USD annually
• USA, VA, Arlington: $142,800.00 - $193,200.00 USD annually
• USA, WA, Seattle: $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 will be determined based on factors including experience, qualifications, and location.