Amazon
From Amazon's careers page
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You'll own the technical architecture and deal strategy.
The largest enterprise transformation deals are won or lost through Global System Integrators (GSIs). The top-tier GSIs own the transformational relationship, but they need AWS technical leadership to shape, de-risk, and close multi-workload deals. These deals run for 18–36 months, and a single deal can be worth more than an entire portfolio of smaller opportunities.
AWS is hiring a Senior Partner Solutions Architect to lead technical strategy on these pursuits. This isn't an advisory role. You'll own the technical architecture and deal strategy. You'll work alongside the GSI's deal teams from the moment an opportunity is identified until it's ready for delivery. Your success is measured in the annual run rate (ARR) of the deals won.
Lead large, complex pursuits. You'll own the technical strategy for multi-workload, multi-account, often multi-region deals worth $10M+ ARR, and you'll make the final call on architecture.
Engage early and shape the deal. You'll run deal clinics with GSI partners to build and qualify pipeline, shaping the technical approach and the commercial framing that follows from it.
Bring architectural rigour. You'll enforce Well-Architected design, size workloads, de-risk the technical path, and build the business case (TCO, ROI) that gives customers the confidence to commit.
Orchestrate the ecosystem. You'll align GSI deal teams, AWS account teams, specialists, and service teams around one executable plan.
Support the deal mechanics. As the architecture takes shape, you'll help translate it into the practical terms a deal needs. This includes teaming, milestones, funding, and consumption while working alongside the partner so the technical plan and the agreement stay aligned.
Hand off cleanly, then move on. You'll align the consumption model to the partner's Statement of Work milestones. You'll also hand delivery context over to the alliance and account teams, then move on to the next high-value pursuit.
Build mechanisms that scale. You'll turn what you learn into playbooks and deal clinic frameworks, including reusable patterns for structuring these engagements so alliance teams can run these deals on their own.
You'll work closely with Partner Development Managers, alliance PSAs, account managers, Account SAs, and Customer Success Managers. You'll also influence senior stakeholders at the GSI, the customer, and AWS.
The role requires roughly 25% travel to meet partners and customers.
Lead technical engagement and own the architecture on GSI-led opportunities of $10M+ ARR, from identification through to delivery readiness.
Turn customer transformation roadmaps into clear, costed AWS solutions, and explain technical choices in terms of business outcomes.
Work through the GSI partner and respect its ownership of the customer relationship.
Design enterprise-scale architectures, landing zones, multi-account structures, and migration strategies, and run Well-Architected reviews.
Build proofs of concept, reference architectures, and implementation guides, and review and approve architectures that the GSI develops.
Develop business cases, TCO analyses, risk assessments, and mitigation plans that move deals to commitment.
Ensure the technical solution translates into the partner's commercial model.
Work with alliance PSAs to build GSI capability through certifications, reusable architecture patterns, and independent solution delivery.
Support deals through to revenue realisation with architecture reviews, specialist support, and get-to-green plans when delivery goes off track.
Share customer and partner feedback with AWS product and engineering teams to influence the roadmap.
Adapt solutions to industry-specific regulatory and compliance requirements across multiple industries.
Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients
Experience in design, implementation, or consulting in applications and infrastructures
Experience architecting or deploying Cloud/Virtualization solutions in enterprise customers
Experience in IT development or implementation/consulting in the software or Internet industries
Experience within specific technology domain areas (e.g. software development, cloud computing, systems engineering, infrastructure, security, networking, data & analytics).
Experience in infrastructure architecture, database architecture and networking
Experience working with end user or developer communities
Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.
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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