The Partner Sales Manager (PSM) leads a team of quota-carrying sales professionals responsible for driving partner-delivered revenue across an industry-aligned territory. This is a people-management role that carries a team revenue number and demands pipeline generation, disciplined deal execution, and the ability to cultivate strategic executive relationships with both Customers and Partners that convert into closed revenue. Success requires setting strategic direction for the team, managing a portfolio of deals in flight, and building trusted advisor status with partners and customers through consistent engagement, co-sell motions, and a persistent focus on customer outcomes. The role also owns ongoing reporting and the continued redefinition of the way AWS engages in the partner selling motion.

The PSM team operates at the intersection of industry technology, AWS Marketplace, cloud migrations, consulting and tech partners, and Generative AI. The team identifies and advances high-value opportunities by engaging customer stakeholders and sales teams, accelerating pipeline velocity, increasing partner-led deal flow, and delivering measurable revenue impact quarter over quarter.

The ideal candidate is a proven sales leader who consistently delivers team goals and raises the bar on the talent around them. You treat every challenge as an opportunity to develop your people and sharpen the team's execution, leveraging internal AI tools to accelerate the org's productivity, mobilizing the right partners across AWS to drive outcomes, and building the kind of team that sets the standard for how partner selling is done.

This leader will lead the Energy and Utilities Partner Sales global team.

Key job responsibilities

LEADERSHIP - Organizational Strategy & Scale

- Set the strategic direction for a global partner sales organization in Energy and Utilities, defining the multi-year vision and translating it into the goals, coverage model, and priorities the team executes against.

- Build the mechanisms that scale the organization's impact: design and codify repeatable selling motions, operating rhythms, and go-to-market plays that raise the productivity of every seller and let the business grow through process and tooling, not headcount.

- Reshape how the organization operates to compound results over time, using data and field signal to decide where to invest, where to simplify, and where to place bigger bets.

- Lead, coach, and develop a team of Partner Sales Managers.

SALES - Revenue Ownership & Co-Sell Execution

- Achieve revenue targets by driving partner-originated and partner-assisted opportunities across an industry-aligned territory with quota accountability, consistently meeting assigned goals, progressing deal stages, managing pipeline hygiene, and utilizing partner funding programs to accelerate pipeline velocity.

- Execute co-sell motions with Global System Integrators / System Integrators (GSI/SI) and Independent Software Vendor (ISV) partners.

- Support migration business value by partnering with GSI/SI firms to position cloud migration solutions, including mainframe modernization, data center exits, and application rationalization, while engaging customer stakeholders including procurement and business leaders to drive deal progression.

ALLIANCES - Strategic Partner Development & Industry Ecosystem Building

- Cultivate strategic relationships that unlock new line-of-business personas in customer accounts; drive net-new pipeline creation through structured account planning, business reviews, and scale sales campaigns in collaboration with the One Partner Team, aligning specific partners to high-priority workloads and use cases.

- Shape deals with partners leveraging Marketplace that address critical industry priorities, including regulatory compliance, data modernization, security, and digital transformation, while positioning partner solutions to solve customer needs and supporting PPA demand plans.

- Drive customer adoption of the Marketplace.

OPERATIONS - Execution Rigor & Cross-Functional Orchestration

- Role model Amazon Leadership Principles and drive impactful outcomes through the OneTeam approach; demonstrate proficiency with AI tools to produce quality documents, leverage AI insights for forecasting and leadership alignment, and maintain operational excellence in CRM hygiene, program utilization tracking, and forecast accuracy.

- Consistently achieve goals and proactively mitigate risks; triage and escalate blockers to maximize revenue realization, share field feedback to address execution gaps, and engage stakeholders to meet customer and partner needs.

A day in the life

You lead the team's operating cadence: inspecting pipeline, coaching your PSMs through their most strategic deals, and stepping into executive conversations with partners and customers where senior sponsorship moves a deal forward. You spend your time developing your people, unblocking deals, aligning cross-functional AWS teams behind partner-led opportunities, and setting the strategy that determines where the team invests its energy next.

About the team

The AWS Industries (AWSI) Partner Sales organization is a global, collaborative team of professionals united by a single objective: delivering results for customers through partner motions that reshape industries around the world. We are a customer-facing team that engages with customers to understand and solve their hardest problems, and we work shoulder to shoulder with partner executives to build the future solutions our customers will rely on. Those solutions are durable, and they take on the most demanding business challenges on earth. We win as one team, sharing what works and raising the bar for how partner selling is done globally.

BASIC QUALIFICATIONS

- 10+ years of direct sales and partner sales leadership experience

- Experience with customer relationship management, especially C-suite level customer engagement

- Experience owning and delivering a revenue target for a team or territory.

- 10+ Years owning metrics reporting and defining strategy for senior executives.

PREFERRED QUALIFICATIONS

- 5+ years of solving problems with technology in the Energy & Utilities industries experience

- Experience leading partner, channel, or co-sell sales motions at scale.

- Experience selling cloud, SaaS, or enterprise technology, and familiarity with AWS Marketplace, cloud migrations, and Generative AI use cases.

- Track record of building and scaling high-performing sales teams, including developing internal talent into more senior roles.

- Experience operating in a matrixed environment and orchestrating cross-functional teams toward a shared revenue outcome.

- MBA, JD, or equivalent advanced degree or experience.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, NJ, Jersey City - 205,600.00 - 278,200.00 USD annually

USA, NY, New York - 205,600.00 - 278,200.00 USD annually

USA, TX, Austin - 186,900.00 - 252,900.00 USD annually

USA, TX, Dallas - 186,900.00 - 252,900.00 USD annually

USA, TX, Houston - 186,900.00 - 252,900.00 USD annually

USA, VA, Arlington - 186,900.00 - 252,900.00 USD annually

USA, WA, Seattle - 186,900.00 - 252,900.00 USD annually