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.
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