Build multi-quarter capability roadmaps for partners across priority workloads (Migration, Modernisation, GenAI, Industry Solutions) and drive execution against milestones
Field Activation & Co-Sell Execution
Spend the majority of time in the field with partner sellers and AWS account teams — running GTM bootcamps, joint customer sessions, gather events, and co-sell deal support
Drive proactive pipeline generation as a top priority — originating, qualifying, and advancing both Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
Coach partner sales teams on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale
Own and drive complex IT transformations with partners, bringing AWS best practices and leading deal execution with System Integrators
Work in partnership with System Integrator leadership to accelerate existing opportunities and identify new business development growth avenues for AWS services, effectively managing the deals pipeline and driving specific opportunities to close
Solution Development & GTM Enablement
Enable partners to build and position industry-specific and workload-specific solutions addressing key customer needs (e.g., VMware displacement, GenAI adoption, cloud migration at scale)
Create outcome-based vertical solution packages that GSI sellers can take directly to customers — moving beyond generic horizontal enablement to field-ready assets
Support partners in achieving relevant AWS competencies, certifications, and programme milestones that unlock go-to-market resources and funding
Manage partner funding and MDF investments with a high bar for ROI, ensuring alignment with joint business objectives
Executive Engagement & Relationship Management
Build and maintain senior-level relationships with partner C-suite and practice leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning
Develop a multi-tier relationship model across the GSI: executive sponsors, alliance managers, practice leads, technical architects, and field delivery principals
Advocate for customers, conveying partner-related feedback to relevant AWS teams to enhance partner-related processes and services, ensuring alignment with the unique needs of System Integrator partnerships
Conduct regular pipeline and business reviews using data-driven frameworks, proactively raising findings and recommendations to leadership
About the team
We operate with a clear philosophy: PDMs are in the field activating partners — not behind a desk managing pipeline. Our team drives growth by ensuring partners are equipped, motivated, and actively co-selling with AWS account teams in front of customers.
We own the Engagement, Enablement, and Activation framework — a sequential mechanism that builds executive relationships, equips partner sellers with the knowledge and tools to position AWS, and then converts that capability into joint pipeline and revenue. If you thrive on strategic planning followed by hands-on execution in the field, this is the role for you.
Experience in developing, negotiating and executing business agreements
Experience in a professional field or military
Experience developing strategies that influence leadership decisions at the organizational level
Experience managing programs across cross functional teams, building processes and coordinating release schedules
Knowledge of publisher ad tech stacks and/or advertising technology
Experience interpreting data and making business recommendations
Experience identifying, negotiating, and executing complex legal agreements
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Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
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