This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.
Amazon Web Services (AWS) is looking for a world class partner and sales leader to manage industry vertical relationships with global strategic AWS consulting partners. As a Partner Development Manager within the CCOE Industry Excellence team, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through Global System Integrators (GSIs) and their customers in specific Industries.
Responsibilities will include establishing C-level and field relationships with your partners and with the AWS sales field, and executing joint GTM plans globally. You will be responsible for delivering top line revenue growth through joint proposals and overall market adoption of co-built capabilities. You will establish and grow business and technical relationships while managing the day-to-day partner interactions. You will work with GSI partners to incubate new capabilities, drive adoption, and lead GenAI-powered industry innovation.
You should have both a business background in vertical/industry aligned GTM that enables you to engage at the CXO level, as well as a sales background that enables you to manage joint GTM efforts and to easily collaborate with enterprise customers and sales executives. You can think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. You should also possess strong technical acumen and familiarity with cloud services and agentic AI.
AWS partners develop and deploy solutions for customers in a series of priority industry verticals. AWS customers are developing some of the most exciting and innovative new businesses and industry capabilities, and partners are using cloud technologies from AWS such as AI and Machine Learning, IoT, compute and storage to dramatically accelerate innovation.
Key job responsibilities
Define Strategy & Direction — Set 3–5 industry-specific priorities per GSI partner, identify lighthouse customers, and build the Industry Priority Sales Play Heat Map to establish a clear, outcome-driven roadmap for 100% YoY growth.
Build Fast for Customers — Develop and scale differentiated partner offerings and solutions on AWS, driving rapid agentification of industry solutions and accelerating time-to-value for end customers across priority verticals.
Drive GenAI-Led Innovation — Lead the incubation of GenAI-powered industry capabilities (Agentic, industry-specific use cases) with GSI partners, targeting 10X innovation growth in 3 years through a structured Offerings & Solutions pillar.
Stakeholder Lean-In & Mindshare — Engage GSI industry leadership at the C-level to drive deep commitment and lean-in on AWS industry priorities, ensuring partners are aligned to AWS's strategic direction across Sales & Marketing and Capability & Enablement pillars.
Cross-Functional Alignment — Orchestrate alignment across Geos, ASPI, AGS, AWSI, PS, Marketing, and ProServe to execute joint GTM plans, manage pipeline, and deliver measurable business outcomes against the strategic plan.
Enablement & Capability Building — Drive APN Program attainment, continuous certifications, and seller mindshare programs to build lasting GSI partner capability and expand AWS footprint across industry verticals.
About the team
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.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
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.
