Head of Partner Sales, AWS Industries, Retail and Consumer Goods, AWS Industries Partner Sales

The Sr Manager, Partner Sales leads a team of quota-carrying sales professionals responsible for driving partner-delivered revenue across the Retail and Consumer Goods territory. This is a people-management role that carries a team revenue number and demands pipeline generation, disciplined deal execution, and the ability to cultivate strategic executive relationships with both Customers and Partners that convert into closed revenue. Success requires setting strategic direction for the team, managing a portfolio of deals in flight, and building trusted advisor status with partners and customers through consistent engagement, co-sell motions, and a persistent focus on customer outcomes. The role also owns ongoing reporting and the continued redefinition of the way AWS engages in the partner selling motion for Retail and Consumer Goods. Partner Sales Managers (PSM) operate at the intersection of retail and consumer goods technology, AWS Marketplace, cloud migrations, consulting and tech partners, and Generative AI. It advances the priorities that define the industry today, including omnichannel and unified commerce, supply chain and demand forecasting, personalization, and consumer packaged goods revenue growth. The team identifies and advances high-value opportunities by engaging customer stakeholders and sales teams, accelerating pipeline velocity, increasing partner-led deal flow, and delivering measurable revenue impact quarter over quarter. The ideal candidate is a proven sales leader who consistently delivers team goals and raises the bar on the talent around them. You treat every challenge as an opportunity to develop your people and sharpen the team's execution, leveraging internal AI tools to accelerate the org's productivity, mobilizing the right partners across AWS to drive outcomes, and building the kind of team that sets the standard for how partner selling is done in Retail and Consumer Goods. Key job responsibilities LEADERSHIP: Organizational Strategy & Scale ● Set the strategic direction for a global partner sales organization in Retail and Consumer Goods, defining the multi-year vision and translating it into the goals, coverage model, and priorities the team executes against. ● Build the mechanisms that scale the organization's impact: design and codify repeatable selling motions, operating rhythms, and go-to-market plays that raise the productivity of every seller and let the business grow through process and tooling, not headcount. ● Reshape how the organization operates to compound results over time, using data and field signal to decide where to invest, where to simplify, and where to place bigger bets. ● Lead, coach, and develop a team of Partner Sales Managers. SALES: Revenue Ownership & Co-Sell Execution ● Achieve revenue targets by driving partner-originated and partner-assisted opportunities across the Retail and Consumer Goods 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 Vendor (ISV) partners. ● 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. 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 retail and consumer goods workloads and use cases. ● Shape deals with