Partner Sales Manager, Enterprise

A quota-carrying sales professional responsible for co-sell execution from partner selection through close, driving partner-delivered revenue across an industry-aligned territory. The role requires matching partner capabilities to active customer needs, positioning joint value to field and customer stakeholders, and maintaining pipeline discipline across one or more sales territories. Operating across AWS Marketplace, cloud migrations, and Generative AI, the PSM engages customer, partner, and AWS field stakeholders to build pipeline, increase partner-led deal flow, and deliver revenue against quota. The ideal candidate operates with minimal direction, prioritizes decisively, escalates with context when deals exceed scope, and builds credibility through consistent execution. Key job responsibilities SALES — Revenue Achievement, Partner Solution Positioning & Co-Sell Execution - Achieve revenue targets by driving partner-originated and partner-assisted opportunities across an industry-aligned 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 Vendors (ISV) partners, engaging early in the sales cycle to build trust; articulate partner technical capabilities and competitive differentiators to field sales teams and customers, and position how partner solutions address customer needs through AWS Marketplace transactions. - 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 workloads and use cases - Shape deals with partners leveraging Marketplace that address critical industry priorities—including regulatory compliance, data modernization, security, and digital transformation—while positioning partner solutions to solve customer needs and supporting PPA demand plans - Drive customer adoption of the Marketplace flywheel by engaging procurement and business stakeholders; leverage Marketplace listings, case studies, and reference architectures to accelerate partner-led deal flow and sell the value of Marketplace to partners for in-flight opportunities OPERATIONS — Execution Rigor & Cross-Functional Orchestration - Own partner strategy and mobilize cross-functional resources across Sales, Solution Architects, AWS Professional Services, Business Development, and partner organizations to drive sales velocity; develop and execute territory plans that map partner capabilities to customer transformation priorities including Marketplace adoption, migration programs, and AI readiness - Role model Amazon Leadership Principles and drive impactful outcomes through the OneTeam approach; demonstrate proficiency with AI tools to produce quality documents, leverage AI insights for forecasting and leadership alignment, and maintain operational excellence in CRM hygiene, program utilization tracking, and forecast accuracy - Consistently achieve goals and proactively mitigate risks; triage and escalate blockers to maximize revenue realization, share field feedback to address execution gaps, and engage stakeholders to meet customer and partner needs About the team AWS Partner Sales is the team responsible for driving partner-led revenue across AWS's largest and most complex