Senior Partner Development Manager, Amazon

• The ideal candidate is a channel-savvy operator with a proven ability to think strategically about indirect sales models, exercise sound business judgment in ambiguous situations, and deliver results through influence without authority
• 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
• 2+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Experience explaining complex technical concepts to various business and technical audiences
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience presenting to both technical and non-technical executive audiences
• Experience developing, leading, negotiating and executing corporate and/or business transactions
• Bachelor's degree

Desirable

• AWS Canada Consulting Partner teams seeks a Partner Development Manager (PDM) to drive strategic GSI partnerships with emerging and high impact consulting partners across Canada
• As the critical link between AWS and our most strategic National GSI Partners, you will accelerate partner-led cloud adoption for AWS customers through co-sell motion, joint go-to-market execution, and disciplined pipeline generation
• This role demands deep expertise in managing complex partner relationships, building repeatable co-sell practices, and enabling partners to engage enterprise customers on cloud transformation, migration, modernization, and GenAI initiatives
• You will own end-to-end partner relationships across a portfolio of managed GSI partnerships, developing Partner Business Plans that align partner capabilities with market opportunities while driving measurable pipeline and revenue outcomes
• Success requires building trusted advisor relationships at senior levels, designing scalable go-to-market strategies, developing partner co-sell capabilities, and contributing meaningfully to program direction and team-wide best practices
• This position offers the opportunity to shape the consulting partner community, working with a portfolio of emerging and scaling Global System Integrators and Consulting Partners to accelerate customer adoption across migration, modernization, and GenAI full-stack initiatives
• You'll collaborate across AWS sales, marketing, solutions architecture, and professional services teams — often setting the direction for how those cross-functional relationships operate — to deliver exceptional partner and customer outcomes in one of the world's most dynamic cloud markets
• 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 Canada 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
• Coordinate 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