As a Sr. Partner Development Manager, you will own a portfolio of distribution downstream partners and guide them through customized development plans focused on two strategic priorities: cloud migrations (including VMware-to-
AWS modernization) and Generative AI expansion. You will lead partners through the Migrate, Modernize, Manage (
MMM) motion and GenAI path, helping them build sustainable
AWS practices that deliver results for Public Sector customers.
This is a highly consultative, partner-facing role that requires balancing strategic guidance with prescriptive action. You'll assess partner readiness, build joint
GTM plans, and drive pipeline across your book of business.
Basic Qualifications:
5+ years' experience in partner development,
channel sales, or technology consulting
Experience working with Systems Integrators, Managed Service Providers, or distribution/channel partners
Demonstrated ability to develop and execute partner business plans with measurable outcomes
Strong understanding of cloud computing concepts, particularly in migration and modernization
Experience with CRM tools (
Salesforce) and data-driven pipeline management
Excellent communication skills with the ability to influence at both executive and technical levels
Preferred Qualifications:
Experience in Public Sector IT or familiarity with government/education procurement
Background in cloud migrations (especially VMware-to-cloud) or AI/ML services
Experience working within or alongside IT distribution channels
AWS Certifications (Cloud Practitioner, Solutions Architect, or equivalent)
Demonstrated ability to think strategically while executing tactically across multiple partner engagements simultaneously
Local and domestic travel may be required (up to 25%).
Key job responsibilities
Partner Development & Acceleration: Develop and execute customized acceleration plans for downstream partners, guiding them through APN program milestones to drive partner maturity and
AWS adoption.
Migration & Modernization: Lead partners through the
MMM motion, identifying migration opportunities (including VMware-to-
AWS), enabling partner technical capabilities, and driving pipeline through MAP funding and compete programs.
Generative AI Enablement: Help partners build GenAI practices/offerings by connecting them to
AWS AI/ML services, identifying customer use cases, and supporting them through GenAI competency and
go-to-market readiness.
Distribution Engagement: Serve as the primary
AWS point of contact for assigned distributor-reseller partner relationships; lead Quarterly Business Reviews (QBRs), sprint cadences, and joint planning sessions with distribution partners.
Pipeline & Revenue Growth: Drive measurable partner-sourced and partner-influenced pipeline through demand generation activities, account mapping, ACE registration, and
SIFT insight creation.
Cross-Functional Collaboration: Partner with
AWS Sales, Solutions Architects, Partner Solutions Architects, and distribution leadership to connect partners with the right resources, technical support, and customer opportunities.
Reporting & Administration: Maintain accurate records in
Salesforce (AWSentral/
SIFT), conduct regular partner reviews for leadership, and track partner progress against development plans using internal tools.
Domain Expertise: Understand Public Sector technology acquisition, procurement cycles, and the unique compliance requirements that shape how partners serve government and education customers.
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.
- 5+ years of
Go-To-Market, Business Development, Sales, or Consulting experience
- Experience influencing internal and external stakeholders
- Experience interpreting data and making business recommendations
- Bachelor's degree
- 5+ years of professional or military experience
- Experience developing, leading, negotiating and executing corporate and/or business transactions
- Experience interpreting data and making business recommendations across leadership and
cross-functional teams
- Experience presenting to both technical and non-technical executive audiences
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, VA, Arlington - 147,900.00 - 200,100.00 USD annually