The AMER Technology Partners Strategy role is a key member of the AMER Technology Partners team, reporting directly to the Director of Technology Partners for the AMER region at AWS. In this role, you will define, develop, and execute strategic priorities that accelerate growth and revenue delivery for the AMER Technology Partners organization. Working closely with senior leadership, you will craft growth strategies, set priorities, and provide thought leadership on strategic issues and emerging opportunities.
As the "voice of the partner," you will serve as a critical link between partner-facing teams and the broader Strategy organization, surfacing opportunities and translating them into actionable initiatives. This is a hands-on, strategic position for a creative thinker willing to roll up their sleeves. You will proactively identify and tackle complex, cross-organizational challenges, using data to inform decisions and drive measurable outcomes.
The ideal candidate is a self-starter with a bias for action who thrives in ambiguity. You bring experience in partner sales, partner management, or strategy, along with strong business acumen and analytical skills. The ability to drive simplification, influence stakeholders at all levels, and deliver results in a highly matrixed environment is essential.
Key job responsibilities
• Gather partner, field, and customer insights to continuously refine strategic focus areas-ensuring efforts stay aligned to real partner opportunities and customer outcomes
• Understand the 'why' behind the data: dive deep into historical trends by product and segment to uncover business insights that support sales and partner leadership.
• Design and implement mechanisms, best practices, processes, and governance models that close gaps and capitalize on opportunities through hands-on engagement and cross-functional orchestration
• Surface partner needs and bold ideas through key partner meetings, primary research, and data analysis; keep customer and partner perspectives central to strategy
• Contribute directly to annual strategic planning and Monthly Business Reviews (MBRs) for the AMER Technology Partners organization
• Be an ambassador for partner contribution to sales and ensure sales and partner stakeholders understand partner metrics.
A day in the life
In this role, you are the strategic backbone of the AMER Technology Partnerships team. You work closely with your Director and a team of Senior Managers who each lead a portfolio of ISV partner relationships spanning security, data and analytics, AI/ML, infrastructure, and more. Your job is to ensure the team is focused on the right priorities, armed with the right data, and executing against a cohesive strategy.
Your internal stakeholders include AMER Technology Partners leadership, AWS field sales teams, AWS Marketplace, partner development, and cross-functional teams in marketing and product. You serve as the connective tissue between these groups, translating field-level insights and partner feedback into strategic recommendations that leadership can act on.
Your "customers" are twofold: the ISV partners in our ecosystem and the internal teams who rely on clear strategy, governance, and mechanisms to drive partner-attached revenue. You are solving problems like: Where should we invest to drive the highest partner and customer impact? How do we close gaps in our go-to-market motions? What does the data tell us about pipeline health, Marketplace adoption, or co-sell effectiveness, and what should we do about it?
On any given day, you might be synthesizing insights for a Monthly Business Review, designing a new mechanism to accelerate a strategic initiative, facilitating alignment across senior leaders on priorities, or conducting analysis that surfaces a bold recommendation. You are equally comfortable building a compelling narrative document as you are digging into data to challenge assumptions. This role requires someone who can move fluidly between big-picture strategic thinking and hands-on execution.
BASIC QUALIFICATIONS
- 7+ years of business development, partner development, sales or alliances management experience
- Experience in written and verbal communication with the ability to present complex technical information in a clear and concise manner to executives and non-technical leaders
- Analytical mindset with a drive to dive deep-challenging data, uncovering insights, and gathering field-level anecdotes
- Proven ability to collaborate and influence in a matrixed organization, take ownership, and earn trust across all levels of stakeholders
PREFERRED QUALIFICATIONS
- 10+ years of experience in partner sales or development, sales strategy and planning, business development, or a related field
- Ability to conduct sophisticated, creative analysis of complex data and translate results into actionable deliverables, messages, and presentations
- Track record of defining, refining, and implementing partner strategies and processes
- Experience managing multiple competing priorities simultaneously and driving them to completion
