Partner Development Manager, EMEA Central APO

This is the next-generation PDM role where AI fluency isn't a nice-to-have — it's core to the job. We're looking for someone who can harness AI tools and insights to drive smarter, faster, and more impactful partnerships across CH and CEE. The role sits within the AWS Partner Organization (APO), focused on building and scaling strategic relationships with Partner ecosystem to realize the vision of making Partners default choice for customers across CH and CEE: orchestrating partner-led cloud transformation at scale. What makes this "of the future": AI-native approach to partner management — using AI to identify market opportunities, optimize joint GTM strategies, and accelerate pipeline generation Driving partners beyond traditional migration and modernization into GenAI-led customer engagements Leveraging data and AI tooling to build smarter Partner Business Plans that dynamically align partner capabilities with evolving market demand Enabling partners to have AI-informed C-suite conversations on cloud transformation The fundamentals remain: own end-to-end partner relationships, hit revenue and pipeline targets, build C-level trust, and influence without authority across a complex ecosystem of AWS sales, SA, marketing, and ProServe teams. But the expectation is that the right candidate amplifies all of this through AI fluency — working faster, seeing patterns others miss, and helping partners do the same. This is a role for someone who thinks strategically about indirect sales models, executes with precision, and sees AI as the multiplier that transforms how partnerships drive customer outcomes in CH and CEE. Key job responsibilities Strategic Partner Management Own and manage strategic relationships with Tier 1 partners in CH and CEE, serving as the primary point of contact and trusted advisor Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities and drive measurable business outcomes — leveraging AI-driven insights to identify whitespace, prioritize accounts, and optimize partner engagement strategies Build and maintain C-level and VP-level relationships with partner organizations, orchestrating executive engagement and strategic business reviews Develop partnerships to expand market, segment, and verticals capability depth across CH and CEE, with a focus on AI/GenAI-led transformation opportunities Identify and cultivate intersection points between partners, ISVs, and Distribution channels — creating multi-partner motions that combine delivery capability with ISV solutions and distributor reach to unlock new customer segments Go-To-Market Development Design and execute Joint Go-To-Market (JGTM) strategies with partners, including AI-powered solution development, market positioning, and data-driven demand generation campaigns Enable partners to develop industry-specific and workload-specific solutions — with emphasis on GenAI use cases — that address customer needs in key verticals and segments across CH and CEE Orchestrate tri-party GTM plays that bring together partners, ISVs, and Distributors — packaging ISV solutions with partner implementation services and leveraging distribution networks to scale across CH and CEE markets Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities, using AI tooling to surface joint pipeline insights and drive outcomes faster Partner Capability Development Assess partner technical capabilities and create development roadmaps to build competencies in priority areas: Migration, Modernization, GenAI, AI/ML, and industry solutions Support partners in building repeatable AI-infused practices, accelerators, and IP that differentiate their offerings and unlock new customer value Champion AI fluency within the partner ecosystem — helping partners upskill their teams to lead AI-first customer conversations and solution design Enable partners to build delivery