Sr. Partner Sales Manager, ISV

Description

A quota-carrying sales professional responsible for co-sell execution from partner selection through close, driving partner-delivered revenue across an industry-aligned territory. The role requires matching partner capabilities to active customer needs, positioning joint valueto field and customer stakeholders, and maintaining pipeline discipline across one or more sales territories.

Operating across AWS Marketplace, cloud migrations, and Generative AI, the PSM engages customer, partner, and AWS field stakeholders to build pipeline, increase partner-led deal flow,and deliver revenue against quota.

The ideal candidate operates with minimal direction, prioritizes decisively, escalates with context when deals exceed scope, and builds credibility through consistent execution.

Key job responsibilities

SALES - Revenue Achievement, Partner Solution Positioning & Co-Sell Execution

• Achieve revenue targets by driving partner-originated and partner-assisted opportunities across an industry-aligned territory with quota accountability-consistently meeting assigned goals, progressing deal stages, managing pipeline hygiene, and utilizing partner funding programs to accelerate pipeline velocity

• Execute co-sell motions with Global System Integrators/ System Integrators (GSI/SI) and Independent Software Vendors (ISV) partners, engaging early in the sales cycle to build trust; articulate partner technical capabilities and competitive differentiators to field sales teams and customers, and position how partner solutions address customer needs through AWS Marketplace transactions.

• Support migration business value by partnering with GSI/SI firms to position cloud migration solutions-including mainframe modernization, data center exits, and application rationalization-while engaging customer stakeholders including procurement and business leaders to drive deal progression.

2. ALLIANCES - Strategic Partner Development & Industry Ecosystem Building

• Cultivate strategic relationships that unlock new line-of-business personas in customer accounts; drive net-new pipeline creation through structured account planning, business reviews, and scale sales campaigns in collaboration with the One Partner Team-aligning specific partners to high-priority workloads and use cases

• Shape deals with partners leveraging Marketplace that address critical industry priorities-including regulatory compliance, data modernization, security, and digital transformation-while positioning partner solutions to solve customer needs and supporting PPA demand plans

• Drive customer adoption of the Marketplace flywheel by engaging procurement and business stakeholders; leverage Marketplace listings, case studies, and reference architectures to accelerate partner-led deal flow and sell the value of Marketplace to partners for in-flight opportunities

3. OPERATIONS - Execution Rigor & Cross-Functional Orchestration

• Own partner strategy and mobilize cross-functional resources across Sales, Solution Architects, AWS Professional Services, Business Development, and partner organizations to drive sales velocity; develop and execute territory plans that map partner capabilities to customer transformation priorities including Marketplace adoption, migration programs, and AI readiness

• Role model Amazon Leadership Principles and drive impactful outcomes through the OneTeam approach; demonstrate proficiency with AI tools to produce quality documents, leverage AI insights for forecasting and leadership alignment, and maintain operational excellence in CRM hygiene, program utilization tracking, and forecast accuracy

• Consistently achieve goals and proactively mitigate risks; triage and escalate blockers to maximize revenue realization, share field feedback to address execution gaps, and engage stakeholders to meet customer and partner needs

About the team

AWS Partner Sales is the team responsible for driving partner-led revenue across AWS's largest and most complex enterprise customers. We operate at the intersection of enterprise sales, strategic alliances, and industry specialization-helping customers solve their most critical business challenges through the AWS partner ecosystem.

Our team members are trusted advisors who combine deep industry knowledge with executive selling skills and operational excellence. We champion a culture of customer obsession, ownership, and bias for action-and we believe the best outcomes emerge when AWS, partners, and customers work as one team toward shared goals.

AWS Global Sales:

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

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.

Inclusive Team Culture:

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth:

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance:

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

Basic Qualifications

• 7+ years of technology related sales, business development or equivalent experience

• Experience in direct field selling software or cloud solutions

• Experience working with partners through account, product or program management and business development engagements

Preferred Qualifications

• Track record of consistently exceeding revenue targets in a quota-carrying role across multiple performance periods.

• Proven ability to engage C-suite and procurement stakeholders, connecting partner solutions to measurable business outcomes.

• Experience structuring and closing partner-attached deals through AWS Marketplace (private offers, channel partner private offers, and consulting partner private offers) with ability to articulate procurement consolidation, spend visibility, and contract simplification to customer buying teams

• Experience building cloud migration business cases - articulating cost-of-delay, TCO, and partner delivery differentiation to move customers off legacy infrastructure.

• Ability to identify Generative AI use cases and map partner capabilities with enough precision to secure discovery meetings and advance to proof-of-concept.

• Strong written and verbal communication skills with demonstrated ability to produce high-quality business documents; comfort using AI tools to accelerate writing, analysis, and forecasting

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company's reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including 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, and parental leave. Learn more about our benefits at .

USA, CA, San Francisco - 157,100.00 - 212,500.00 USD annually

USA, FL, Miami - 142,800.00 - 193,200.00 USD annually

USA, NY, New York - 157,100.00 - 212,500.00 USD annually

USA, TX, Austin - 142,800.00 - 193,200.00 USD annually

USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually

USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually