Senior Partner Development Manager – Distribution Partners Germany, EMEA Partner Organization

Amazon Web Services (AWS) is seeking an experienced Distribution Partner Development Manager to own and drive the AWS distribution strategy across Germany. In this role, you will manage and grow strategic relationships with our Authorised Distribution Partners such as Ingram Micro and TD Synnex, particularly for SMB and Enterprise customers. An additional area of responsibility is to grow the business with large value added resellers (“Systemhäuser”, e.g. Bechtle, Cancom) across Enterprise and Public Sector Accounts.

The AWS Distribution Program enables our distributors to act as force multipliers — leveraging their deep partner relationships, market knowledge, and specialised expertise to extend the reach of AWS solutions to customers we cannot efficiently serve through direct channels alone. This is a high-impact, high-visibility role that requires a rare blend of strategic thinking, commercial acumen, and operational discipline. You will not only execute on strategy — you will shape it, acting as the voice of distribution into AWS program design discussions and influencing worldwide policy decisions where distribution-specific considerations are required.

As the single-threaded owner of the German distribution channel, you will serve as the primary interface between AWS and our distributors, driving incremental revenue through their reseller communities. You will work cross-functionally with AWS sales, partner, marketing, and solutions architecture teams to accelerate cloud adoption at scale, particularly within the SMB Commercial Sector.

Key job responsibilities
Partner Management & Strategy
• Own end-to-end relationships with Authorised Distribution and Systemhaus Partners in Germany.
• Develop and execute joint business plans aligned to AWS go-to-market and EMEA strategy.
• Drive QBRs and cadence meetings with partner leadership at VP/CXO level.
• Grow distributor-attributed and AWS Marketplace revenue YoY.
• Pursue new routes-to-market and "Power of Three" collaboration.

Revenue & Performance Management
• Own revenue targets for the German channel, including resell and influenced revenue.
• Monitor distributor performance: revenue, recruitment, enablement, pipeline.
• Produce monthly partner reports from internal dashboards.
• Analyse trends, flag risks/opportunities, drive action plans.
• Track Partner Attributed Revenue and ensure accurate attribution.

Program Design & Execution
• Act as the voice of distribution into AWS program design discussions, representing field-level feedback on attribution models, incentive structures, and partner programs.
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• Ensure distributors are enabled on launches and policy changes.

Enablement & Ecosystem Growth
• Recruit, onboard, and activate new resellers into the channel.
• Align with PDMs and Account Managers across direct, distribution, and "Power of Three" motions.
• Drive technical enablement (AI, Migration, Data & Analytics); support co-sell/co-marketing.
Cross-Functional Collaboration
• Align Germany execution with EMEA Scale & Distribution strategy.
• Collaborate with Sales, Marketing, Partner Solutions Architects, Operations.


About the team
The Distribution team sits within the Amazon Partner Organisation in Germany & Europe Central, focused on extending AWS's reach through established distributor communities to serve the Commercial Sector at scale. You'll be part of a collaborative, high-performing team that values customer obsession, partner obsession, and execution excellence.

Basic Qualifications

- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience presenting to both technical and non-technical executive audiences
- Minimum 6 years of channel experience, with specific distribution, indirect channel or reselling background
- German and English business fluent
- Cloud and/or digital transformation experience — understanding of cloud business models, consumption economics, and partner ecosystems
- Proven ability to manage breadth over depth — portfolio management across 30+ partners through leverage and prioritisation
- Strong commercial acumen: pipeline management, forecasting, and revenue accountability
- Demonstrated stakeholder management across complex, matrixed organisations

Preferred Qualifications

- Direct experience with IT distribution (Ingram Micro, TD SYNNEX, Arrow, ALSO) or Systemhaus channel (Bechtle, Cancom, Computacenter)
- AWS or hyperscaler partner programme experience
- Experience with CRM systems and pipeline analytics (Salesforce preferred)
- Understanding of software marketplace transaction models and cloud procurement
- Track record of building new coverage models or channel motions from scratch
- Familiarity with German SMB and mid-market IT landscape

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