Partner Development Manager, Distribution and Scale

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for world class candidates to help define and deliver our partner acceleration activities within our AWS Partner Network. The AWS Partner Network (APN) includes tens of thousands of consulting partners, systems-integrators, technology partners, ISVs, distributors, and value-added resellers that are using AWS as their cloud delivery platform around the world.

As a Partner Development Manager supporting the AWS Distribution Program, you will have the exciting opportunity to work exclusively with AWS Distributors to enable and grow our ecosystem of partners in the LATAM SOLA area. In this role, you will establish deep business and strategic relationships with one or more AWS Distributors, interact daily with distributor executive stakeholders in support of accelerating revenue across multiple market segments. You possess both a business background that enables them to drive strategic engagements and interact at the executive level. You should also have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions for their partner(s). You will work closely with the regional AWS sales, programs, and partner teams to drive joint sales initiatives to support the development of Distribution partners within the assigned territories.


Key job responsibilities
Serve as a key member of the AWS LATAM Distribution Team in helping to drive overall AWS sales, marketing, and partner strategy.
• Manage and develop AWS Distribution Partners - develop and advance relationships and grow AWS revenue to and through these partners.
• Maintain an accurate and robust pipeline, and be able to forecast business opportunities.
• Understand and navigate different market segments and verticals.
• Work with regional leadership teams to develop a strategic sales plan for your portfolio of partners.
• Execute the strategic sales and business development plan while working with key internal stakeholders
• Identify specific prospects/partners/channels to approach while communicating the specific value proposition for their business and use case.
• Work closely with the AWS sales teams to build relationships with partners and foster joint pursuits.
• Understand the technical requirements of our customers and work closely with internal stakeholders to guide the direction of our program offering.
• Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.
• Manage complex operational and contractual negotiations on behalf of your distributor across multiple AWS business units.


About the team
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and diversity conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

Basic Qualifications

- 3+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 3+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
- 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 3+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- 3+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Bachelor's degree or equivalent

Preferred Qualifications

- 5+ years of business development, direct technology services sales, partnership management, or sourcing new business experience

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 https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.