Job Description

The AWS ANZ Partner Organization is looking for an experienced Partner Development Manager to join our team, focused on the Commercial segment across Australia and New Zealand. You will own a portfolio of consulting and technology partners, building the executive relationships, joint business plans, and co-sell motions that make partners the default choice for customers adopting and growing on AWS.

You sit at the intersection of partner management, sales execution, and market development. You will build trusted relationships with senior leaders at partner organisations while championing partner engagement with our Commercial sales teams. The role is as much about creating and progressing top customer opportunities with sellers as it is about managing partner relationships. You will use data, AI tools, and scalable engagement models to manage your portfolio efficiently, while going deep on the deals and partnerships that matter most.

The ideal candidate combines business and technology fluency. You can hold a strategic conversation with a partner CEO about market direction, then pivot to working with solution architects on a technical integration. You think strategically about how partners create value for customers, and you build compelling plans that turn that thinking into pipeline and revenue.

Key job responsibilities

• Define and execute a partner business strategy for a portfolio of consulting and technology partners across the Commercial segment, aligning partner capabilities with customer needs and AWS priorities.
• Build and manage executive relationships with partner decision makers, serving as a trusted advisor and the primary point of contact for your portfolio.
• Create and accelerate partner-attached pipeline by working directly with Commercial sales teams on complex, cross-functional customer opportunities.
• Develop joint go-to-market plans with partners, including solution development, demand generation, and industry-specific plays that drive measurable business outcomes.
• Assess partner technical capabilities and guide investment in priority practice areas including migration, modernisation, and AI/ML.
• Own reporting on partner performance, pipeline health, and business plan attainment, delivering regular reviews to senior leadership with data-driven recommendations.
• Champion partner engagement across AWS sales, solutions architecture, and marketing teams, influencing without authority to remove deal friction and drive customer outcomes.
• Mentor and develop others within the partner organisation, contributing to team capability and operational excellence.

A day in the life

Your day balances strategic partner engagement with hands-on deal execution. You might start by reviewing pipeline data across your portfolio, then join a customer call alongside a consulting partner pursuing a migration opportunity. Mid-morning you lead a quarterly business review with a partner's executive team. After lunch you shape a go-to-market play for an AI workload with a solutions architect and a partner practice lead. Later you coach a sales team on positioning a partner-led solution for a competitive deal. Between meetings you connect the dots across sales, solutions architecture, and marketing to keep deals moving.

About the team

Why AWS? AWS is the world's most comprehensive and broadly adopted cloud, trusted by organisations from startups to Global 500 companies. We pioneered cloud computing and haven't stopped innovating since.

Our Culture We're a team that values curiosity, inclusion, and continuous learning. Our employee-led affinity groups and events celebrate the diversity that makes us stronger. You'll find mentorship, knowledge-sharing, and career development woven into everyday work.

Work-Life Harmony We believe great work and a fulfilling personal life go hand in hand, and we build flexibility into how we work.

Basic Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience influencing internal and external stakeholders
• Bachelor's degree
• Experience setting up and managing a sales pipeline

Preferred Qualifications

• Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking
• Experience working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations
• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
• Experience interpreting data and making business recommendations
• Experience presenting to both technical and non-technical executive audiences
• Experience selling enterprise software or cloud-based applications

Acknowledgement of country:

In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:

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.