AWS is seeking a Director, AWSI Partner Sales to lead and scale partner-led growth across AWS Industry (AWSI) verticals. This leader will own the strategic direction and operational execution of partner sales motions aligned to AWSI's industry-specific go-to-market, working with C-suite partner executives, AWSI Division leaders, and cross-functional teams to accelerate cloud adoption and deliver transformational customer outcomes through the AWS Partner Network.
The role manages a team of Partner Sales Managers aligned to AWSI industry segments. This is a high-visibility leadership position at the intersection of AWS's partner ecosystem and industry sales strategy, requiring deep collaboration with AWSI field sales, solution architecture, partner development, and specialist teams to drive durable competitive advantage for customers in cloud, generative AI, and agentic AI.
Functional Experience and Key Leadership Principles
Sales Leadership & Accountability
15+ years of progressive sales leadership experience in channel, partner, or alliance sales within infrastructure, cloud, or enterprise technology. Experience managing multi-layered sales organizations with direct quota accountability. Demonstrates Customer Obsession by aligning partner strategies to measurable customer outcomes and time-to-value within specific industry contexts. Demonstrates Deliver Results through consistent over-achievement against revenue targets and partner-influenced pipeline goals across business cycles.
Industry Expertise & Strategic Vision
Experience designing and executing go-to-market strategies through indirect sales channels, with demonstrated ability to tailor partner engagement models to industry-specific workloads, regulatory requirements, and customer buying patterns. Thinks Big to define next-generation partner engagement models that drive AWSI reach and impact across industry verticals. Takes Ownership as the single-threaded leader of partner sales within AWSI, thinking long-term and never sacrificing durable partner relationships for short-term gains.
Cross-Functional Partnership & Organizational Leadership
Experience leading through influence in matrixed operating structures, collaborating with industry sales leaders, partner development, marketing, product, specialist, and solution architecture teams. Earns Trust with C-suite partner executives, AWSI field leaders, and cross-functional stakeholders through transparency, competence, and consistent follow-through. Hires and Develops the Best by building high-performing, inclusive teams and investing in mechanisms that elevate talent across the partner sales function.
Operational Rigor & Results Delivery
Experience establishing performance metrics, pipeline inspection cadences, and data-driven decision-making frameworks. Demonstrates Bias for Action and Insists on the Highest Standards through disciplined execution against business targets and partner enablement goals.
Key job responsibilities
• Define and execute the AWSI Partner Sales strategy to drive revenue growth, customer acquisition, and accelerated cloud adoption through industry-aligned partner motions
• Build, lead, and develop a team of Partner Sales Managers responsible for co-selling with strategic consulting, technology, and services partners within AWSI verticals
• Establish and maintain C-level relationships with strategic partner organizations, aligning joint business plans to AWSI industry priorities
• Collaborate with AWSI Division leaders and field sales leadership to integrate partner-led motions into industry territory and account planning
• Drive partner attachment to strategic industry workloads including generative AI, migrations, SAP, VMware modernization, and industry-specific solutions
• Own pipeline development, forecasting accuracy, and performance delivery against annual targets for partner-attached and partner-originated AWSI opportunities
• Drive ISV co-sell and AWS Marketplace execution within AWSI accounts, identifying customer use cases for priority ISVs and managing the full marketplace procurement cycle
• Operate as a core member of the AWSI and AMER Partner Sales leadership teams, contributing to organizational strategy, operating model design, and culture
• Represent AWS Partner Sales externally at industry events, partner summits, and executive engagements
BASIC QUALIFICATIONS
• 15+ years of experience in partner/channel sales, alliance management, or technology sales leadership
• 10+ years leading and developing high-performing teams, including experience as a leader of leaders
• Experience managing $200M+ in partner-influenced or partner-originated pipeline/revenue through indirect sales channels
• Experience working with Global System Integrators, ISVs, Managed Service Providers, and Consulting Partners
• Demonstrated ability to operate within industry-vertical sales organizations and tailor partner strategies to industry-specific customer needs
• Experience building partner-originated pipeline (net-new demand creation), not solely overlay or partner-attached motions
• Strong business acumen with the ability to set vision, develop strategy, and deliver ambitious goals in a matrixed environment
PREFERRED QUALIFICATIONS
• Experience operating in cloud computing, SaaS, or infrastructure technology markets with industry specialization (e.g., Financial Services, Healthcare, Manufacturing)
• Experience developing co-sell strategies with ISVs, SIs, MSPs, and consulting partners in regulated or complex industries
• MBA or equivalent graduate-level business education
• Experience driving partner engagement in generative AI, data analytics, or digital transformation domains
• Working knowledge of AWS services, the AWS Partner Network, and AWS Marketplace
