Principal Partner Development Manager , T2K Partner Strategy

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 seeking a Partner Strategy Lead, to join our global team supporting the AWS Top 2000 (T2K) growth initiative. This is a unique opportunity to drive the large-scale cloud transformation initiative and accelerate AWS service adoption among strategic global companies crucial to our growth aspirations. This role is responsible for engaging priority partners for collaborative customer engagement and high business value joint pursuits. This role is aligned at the intersection between AWS goals and our partners' capabilities, with an emphasis on a select set of strategic customers with high growth potential.

We are seeking an innovative, self starter and strategic thinker who is passionate about AWS growth, solving complex problems and working effectively with cross-functional counterparts. The ideal candidate thrives in a fast-paced, evolving environment. Strong business acumen, deep partner expertise, problem-solving skills, and the ability to manage multiple stakeholders are critical for this role. Demonstrating sound judgment, strong relationship-building capabilities, and proficient negotiation skills are also required. Responsibilities include collaborating across strategic partners and AWS Global teams to drive the WW T2K revenue growth strategy, AWS adoption, and customer success with a partner first approach.

As a WW T2K Partner Strategy Lead, you will be responsible for developing and executing comprehensive growth strategies with named partners. This includes accelerating relationships, analyzing customer trends, and identifying high-value growth opportunities within the T2K customers. This key role will be highly visible at senior levels of AWS and requires engagement with multiple stakeholders to align on sales strategy and execution with/through partners.
In this role, you will work closely with partner executives, AWS sales and partner leaders, and other key stakeholders to drive partner-led growth within the AWS Top 2000 (T2K) initiative. This includes developing and executing comprehensive partner engagement strategies that drive revenue growth, AWS adoption, and customer success across the T2K customer portfolio.

Key job responsibilities
- Analyze customer data, trends, and competitive intelligence to identify high-value growth opportunities. Map/align and high-priority T2K customers and determine the strategic incumbent or “challenger” partners with the goal of accelerating cloud usage through partner-led motions
- Develop, execute, and refine end-to-end partner strategies to accelerate AWS adoption and revenue growth within the T2K customers
- Collaborate cross-functionally with AWS Sales, Partner Management, Industry, and Services teams to align go-to-market strategies, partner and customer engagement
- Establish accountability and secure sponsorship of partner executives to drive increased sales velocity in T2K customers
- Partner with geographic and cross-functional teams to build scalable, repeatable partner engagement mechanisms across the T2K portfolio
- Closely monitor partner pipeline, performance metrics, and feedback to identify areas for improvement and inform initiative enhancements
- Advise senior leadership on partner performance, competitive landscape, and growth initiatives within T2K, tracking progress and insights in the T2K reporting cadence

About the team
The AWS Top 2000 (T2K) growth initiative is dedicated to driving AWS's ambitious objective to become the preferred cloud provider for the world's largest companies. We are the architects and executors of a comprehensive, multi-year strategy aimed at accelerating AWS adoption within strategic accounts. We specialize in developing tailored strategies for complex global corporations, leveraging cross-functional resources, and driving transformative outcomes. Our mission is to create, implement, and continuously refine the operating model that will secure AWS as the strategic cloud partner of choice for strategic accounts.

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.

Diverse Experiences

Amazon 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.

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 in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.

Mentorship and 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. - Experience in stakeholder management, including influencing executive level global leaders
- Experience working and communicating with multiple stakeholders, C-level executives and cross-functional teams
- Experience delivering results by partnering with and influencing others
- 10+ years of experience in partner sales/management (particularly with Systems Integrators), strategic account management, or business development in the technology/cloud services industry, including international experience
- Proven track record of building partner business strategies with demonstrated success in driving revenue growth through partner engagement within large, complex enterprise accounts
- Proven track record of successfully navigating complex, matrix organizational structures
- Experience thriving in rapidly evolving, ambiguous environments while driving cross-functional collaboration - Experience with technology transformation initiatives
- MBA in business, data science, public administration, finance, engineering, human resources or related field
- 5+ years of experience managing and developing high-performing partner business across multiple geographies
- Enterprise selling experience either directly or through partners, ideally in green-field/net-new customer acquisition
- Deep understanding of the AWS partner ecosystem, programs and go-to-market strategies
- Industry vertical expertise in one or more priority industries (e.g., FSI, CPG/Retail, Energy & Utilities, Auto & Mfg)

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also 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 at https://amazon.jobs/en/benefits.

USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually
USA, NJ, Jersey City - 193,700.00 - 262,000.00 USD annually
USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, TX, Dallas - 176,100.00 - 238,200.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually