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Amazon Senior Partner Development Manager, Strategic Deals, Global Partners in Dallas, Texas


Amazon Web Services (AWS) is looking for a world class partner and sales leader to identify, manage, and execute some of the largest, most complex and high impact joint opportunities with one of AWS’s strategic Global System Integrator (GSI) partners during the solution and pursuit stages. This includes managing relationships and negotiations for partnership deals which are unconventional in nature, need a central advocate, and/or require unique investments and commercial frameworks. This role is a trusted advisor for our partner and includes all aspects of business development, deal structuring, deal support and deal closure. You will interact with senior leaders at AWS and as a Partner Development Manager within AWS, you will have the exciting opportunity to deliver on our strategy to accelerate adoption of AWS cloud computing services through this Global System Integrator (GSI) and their customers globally.

Responsibilities will include driving C-level and field relationships with your partner and with the AWS sales field, and executing joint GTM plans globally. You will be responsible for driving top line revenue growth and overall market adoption of the partner solutions in the largest enterprise accounts by establishing and growing business and technical relationships while managing the day-to-day partner interactions. We are seeking someone who is innovative, creative, analytical, technical and can think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. You should be passionate about solving complex problems, can work effectively with senior cross-functional teams and thrive in a fast-paced setting that is constantly evolving. Proving you are an effective negotiator possessing cloud knowledge is a critical part of this job.

Key job responsibilities

• Support a Partner-led strategy that can evolve into a broad framework for entering into strategic partnerships and alliances establishing AWS as the partner’s preferred cloud computing platform.

• Engage the GSI’s field sales organizations, channels and end customers to create and drive revenue opportunities for AWS

• Evangelizing the GSI’s value proposition internally throughout AWS and externally with customers

• Take the lead to identify, evaluate, negotiate, and manage opportunities that represent significant revenue to AWS and the GSI.

• Ability to assess technical and commercial feasibility for the partner and AWS.

• Evaluate the economic and strategic cost-benefit of partnerships.

• Manage complex contract negotiations that include cross functional teams from Product, Operations, Engineering, Legal, Finance, Tax, Accounting, and senior management to gain support, approvals and to execute on the opportunities.

• Develop best practices to foster, manage, and track opportunities.

• Recommend investments in key strategic offerings and market segments.

• Prepare and give business reviews to AWS and partner senior leaders

• Serve as a key member of the AWS partner GSI team helping to define and deliver the overall go-to-market strategy for this segment

• Up to 50% global travel

About the team

Work/Life Balance

Our team also puts a high value on work-life balance. Striking a healthy balance between your personal and professional life is crucial to your happiness and success here, which is why we aren’t focused on how many hours you spend at work or online. Instead, we’re happy to offer a flexible schedule so you can have a more productive and well-balanced life—both in and outside of work.

Mentorship & Career Growth

Our team is dedicated to supporting new members. We have a broad mix of experience levels and tenures, and we’re building an environment that celebrates knowledge sharing and mentorship. Our senior members enjoy one-on-one mentoring and thorough, but kind, code reviews. We care about your career growth and strive to assign projects based on what will help each team member develop into a better-rounded engineer and enable them to take on more complex tasks in the future.

Inclusive and Diverse Culture

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have twelve employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. Amazon’s culture of inclusion is reinforced within our 16 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.

We are open to hiring candidates to work out of one of the following locations:

Arlington, VA, USA | Dallas, TX, USA | New York City, NY, USA

Basic Qualifications

  • Bachelor's degree

  • 10+ years of experience with GSIs and/or large enterprise sales and complex agreements

  • 10+ years of business development, partner development, or alliances management experience

  • Experience building a technology partner ecosystem with solutions or innovation programs

Preferred Qualifications

  • MBA/MS

  • Knowledge of AWS services and technologies

  • Business acumen, with a demonstrated track record of driving emerging/disruptive technologies

  • End-to-end negotiation experience, including identifying, developing, and executing successful partnerships including strategic technology relationships.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $118,400/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit Applicants should apply via our internal or external career site.