Sr Manager, Partner Success Specialists, AWS Specialist and Partner Organization

Amazon • Boston, MA

1d

About The Position

AWS is seeking an experienced and strategic Sr Manager to lead our Partner
Success Specialists (PSS) team, a critical function within the AWS Specialists &
Partners (ASP) organization. This role will manage a global team of Partner
Success Specialists who leverage our partner network to drive measurable
business value for customers. As a post-sales leader, you will be responsible
for ensuring partners successfully deliver customer outcomes, accelerate
adoption of AWS services, and build referenceable success stories that
demonstrate the power of Partner Led Customer Success (PLCS).

This is a unique opportunity to scale a new capability at AWS, creating and
learning in an emerging space while driving a mindset shift across broader
organizations. You will lead a distributed team across multiple geographies,
driving discipline in pipeline management, executive engagement, and value
realization while making critical judgment calls on complex partner and customer
situations. The ideal candidate brings deep partner ecosystem experience, sales
management expertise, and the ability to operate at the executive level with
both partners and customers. This leader must be comfortable leading a team that
increasingly leverages AI to scale impact over time.

Requirements

• Bachelor's degree in Computer Science, Engineering, a related field, or equivalent experience
• 8+ years of experience in partner enablement, customer success, SaaS, or enterprise software
• 3+ years of people management experience, including hiring, developing, and managing high-performing teams
• Experience managing sales pipelines, conducting pipeline reviews, and driving forecast accuracy
• Experience with partner ecosystem business models, including Global System Integrators or System Integrators
• Demonstrated ability to regularly synthesize data and insights to internal exec audience
• Experience engaging with and influencing executive-level stakeholders at partners and customers
• Willingness to travel up to 30% within the US and internationally as needed

Nice To Haves

• Experience with AWS, Azure, or Google Cloud technology
• Proven track record implementing value realization frameworks or customer success methodologies at scale
• Experience building and scaling new teams or programs from the ground up
• Strong program management and cross-functional leadership experience
• AWS certifications or equivalent cloud platform knowledge

Responsibilities

• Lead, coach, and develop a high-performing global team of Partner Success Specialists, fostering a culture of customer obsession, partner collaboration, and continuous learning
• Conduct regular one-on-ones, performance reviews, and career development conversations to help team members grow their skills and advance their careers
• Recruit, hire, and onboard top talent to scale the team as business needs evolve
• Drive team engagement and retention through mentorship, recognition, and creating opportunities for professional growth
• Enable the team to effectively leverage AI agents and automation to scale their impact and efficiency over time
• Lead weekly pipeline calls to review partner and customer engagement opportunities, forecast outcomes, and identify risks and mitigation strategies
• Establish clear goals, quotas, and success metrics for the team, ensuring alignment with broader ASP and AWS objectives
• Implement and maintain rigorous pipeline hygiene practices, ensuring accurate forecasting and reporting on PLCS engagements
• Analyze performance data and metrics to identify trends, optimize resource allocation, and drive continuous improvement
• Build and maintain executive relationships with strategic partners, engaging at the C-suite level to build trust and drive long-term collaboration
• Make judgment calls on complex partner or customer situations, providing guidance to PSS team members when conflicts or open questions arise
• Collaborate with partners to co-create customer success strategies that deliver measurable business value and drive incremental AWS consumption
• Build and maintain trusted relationships with partner leadership teams, understanding their business models and aligning on mutual success criteria
• Drive the primary success metric: number of partner led customer engagements that deliver measurable business value to customers
• Provide feedback from partners and customer engagements to enable continuous improvement of PLCS assets and methodologies
• Champion the creation of case studies and referenceable customers that showcase PLCS success stories
• Track and report on incremental consumption and usage driven through PLCS engagements
• Partner with AWS account teams, including Account Managers (AMs) and Solutions Architects (SAs), to ensure alignment at the customer level and orchestrate resources to drive customer outcomes
• Partner with AWS partner management teams, including Partner Development Managers (PDMs), Partner Solutions Architects (PSAs), and Partner Success Managers (PSMs), to ensure alignment at the partner practice level and enable smooth transitions once partner readiness on business is established
• Collaborate with domain-level Customer Success teams to share insights and best practices
• Work with marketing and communications teams to amplify partner success stories and build awareness of PLCS capabilities
• Engage with AWS leadership to share insights, report on program performance, and advocate for resources and support
• Embrace the ambiguity of building a new capability at AWS, demonstrating comfort with creating and learning in an emerging space
• Drive a mindset shift across broader AWS organizations about the value and impact of PLCS
• Champion the adoption of AI agents and automation to scale team effectiveness and customer impact
• Identify opportunities to evolve the program as it expands to new partner types and use cases

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: Manager