About the job
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
Establishing C-level and field relationships with your partners and with the AWS sales field, and executing joint GTM plans globally; Delivering top line revenue growth through joint proposals and overall market adoption of co-built capabilities; Establishing and growing business and technical relationships while managing the day-to-day partner interactions; Working with GSI partners to incubate new capabilities, drive adoption, and lead GenAI-powered industry innovation; Defining 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; Building 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; Driving 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.
Qualifications
Minimum
7+ years of solving problems with technology in the Global Financial Services Industry experience; 5+ years of developing, negotiating and executing business agreements experience; 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience; 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience; 7+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
Preferred
Experience interpreting data and making business recommendations; Experience identifying, negotiating, and executing complex legal agreements; Experience presenting to both technical and non-technical executive audiences; Experience developing strategies that influence leadership decisions at the organizational level