GTM SIs & Expansion Lead, Partner Core Customer Segments

Amazon • Boston, MA

21d

About The Position

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 the pioneer and recognized leader in cloud
computing. AWS customers transform and reinvent their businesses through the
cloud and the AWS Partner Network (APN) is helping to dramatically accelerate
that innovation, with more than 140k partners in more than 150 countries. More
than 90% of Fortune 100 companies and the majority of Fortune 500 companies
utilize AWS Partner solutions and services.

Would you like to help drive go-to-market excellence with consulting partners
and system integrators through the Small Business Acceleration Initiative
(SBAI)? The APN Customer and Partner Engagements team is seeking an experienced
candidate to lead the GTM System Integrator Strategy & Expansion for SBAI. As
the GTM System Integrator Strategy & Expansion Lead, you will establish scalable
processes and best practices that accelerate customer acquisition and launches
through consulting partners and system integrators, while leading geographic and
business unit expansion of the SBAI motion, including future indirect selling
scenarios beyond current scope.

This ideal candidate is highly strategic, operationally excellent, and
partner-focused, one who can design and implement repeatable GTM frameworks that
enable system integrators to drive SMB customer acquisition at scale. You have
relentlessly high standards and obsess over creating mechanisms that work across
diverse geographies and business units. You are equally comfortable developing
global strategy as you are rolling up your sleeves to establish best practices
with individual SI partners. This role has a global responsibility, and you will
influence and collaborate with a wide variety of AWS leaders including SBAI
program leaders, executives across AWS Global Sales (AGS) and
AWS Specialists and Partners (ASP), as well as regional leaders, system
integrator executives, and operations teams. You are passionate about building
the foundation for indirect selling expansion, leveraging partner capabilities,
and creating scalable frameworks that enable revenue growth through the SI
ecosystem.

Requirements

• 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 3+ years of program or project management experience
• Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization
• Experience using data and metrics to determine and drive improvements
• Proven track record of designing and scaling GTM programs across multiple geographies or business units

Nice To Haves

• Experience leading change in multiple site environments and influenceing those that are not direct reports or within your organization
• Experience in analyzing data to drive decisions
• Master of Business Administration, or Associate's degree or above
• Experience in partner strategy, alliances, business development, or GTM program management for a large technology firm
• Deep understanding of cloud-based technologies and partner ecosystems, particularly system integrator business models
• Experience with AWS Partner Network (APN) programs or similar partner programs at scale
• Track record of successfully launching and scaling partner programs across multiple geographies

Responsibilities

• Develop and execute comprehensive GTM strategy for system integrator engagement within SBAI, establishing scalable processes, playbooks, and best practices that accelerate customer acquisition and opportunity launches across consulting partners and SIs
• Lead geographic expansion of SBAI motion into new territories and regions, working with regional leaders to adapt the partner-led model while maintaining program consistency and effectiveness
• Drive business unit expansion strategy, identifying opportunities to extend SBAI frameworks beyond SMB-Small into ISV, Startup, Public Sector, and other customer cohorts, including designing future indirect selling scenarios
• Establish and optimize SI partner engagement models, including capacity and capability frameworks specific to different customer segments, partner types, and geographic markets
• Build strong relationships with system integrator executives and practice leaders, understanding their business models and co-developing solutions that align AWS growth objectives with SI strategic priorities
• Create and maintain comprehensive GTM toolkits, including partner playbooks, enablement materials, success metrics, and operational frameworks that can be replicated across geographies and business units
• Work closely with SBAI program team, Partner Core leaders, and field teams (PTMs, PDMs, PSMs) to ensure successful implementation of SI strategies and gather feedback for continuous improvement
• Drive cross-organizational alignment across AGS, ASP, Marketing, and Operations to ensure SI expansion initiatives are supported with appropriate resources, systems, and incentives
• Develop business cases and ROI models that demonstrate the value of SI-led customer acquisition, securing executive support and investment for expansion initiatives
• Monitor and analyze SI performance metrics, identifying trends, opportunities, and areas for optimization to continuously improve partner effectiveness and program outcomes

Benefits

• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level