Principal Partner Development Manager , T2K Partner Strategy

Amazon • Jersey City, NJ

6d • $176,100 - $262,000 • Remote

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 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.

Requirements

• 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

Nice To Haves

• 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)

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

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
• sign-on payments
• restricted stock units (RSUs)

What This Job Offers

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