AWS Canada Consulting Partner teams seeks a Partner Development Manager (PDM) to drive strategic GSI partnerships with emerging and high impact consulting partners across Canada. As the critical link between AWS and our most strategic National GSI Partners, you will accelerate partner-led cloud adoption for AWS customers through co-sell motion, joint go-to-market execution, and disciplined pipeline generation. This role demands deep expertise in managing complex partner relationships, building repeatable co-sell practices, and enabling partners to engage enterprise customers on cloud transformation, migration, modernization, and GenAI initiatives.
You will own end-to-end partner relationships across a portfolio of managed GSI partnerships, developing Partner Business Plans that align partner capabilities with market opportunities while driving measurable pipeline and revenue outcomes. The ideal candidate is a channel-savvy operator with a proven ability to think strategically about indirect sales models, exercise sound business judgment in ambiguous situations, and deliver results through influence without authority. Success requires building trusted advisor relationships at senior levels, designing scalable go-to-market strategies, developing partner co-sell capabilities, and contributing meaningfully to program direction and team-wide best practices.
This position offers the opportunity to shape the consulting partner community, working with a portfolio of emerging and scaling Global System Integrators and Consulting Partners to accelerate customer adoption across migration, modernization, and GenAI full-stack initiatives. You'll collaborate across AWS sales, marketing, solutions architecture, and professional services teams - often setting the direction for how those cross-functional relationships operate - to deliver exceptional partner and customer outcomes in one of the world's most dynamic cloud markets.
Key job responsibilities
Strategic Partner Management
• Own and manage a portfolio of managed consulting partners, serving as the primary point of contact and trusted advisor across all aspects of the partner relationship
• Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities, translating strategy into measurable business outcomes with clear accountability
• Build and maintain senior-level relationships with partner leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning
• Independently assess portfolio health, identify emerging risks and opportunities, and make sound prioritization decisions with limited oversight
• Identify and develop opportunities to expand partner depth across target verticals, segments, and workload areas within the Canada region
Pipeline Generation & Co-Sell Execution
• Drive proactive pipeline generation as the top priority - originating, qualifying, and advancing Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
• Maintain rigorous pipeline hygiene across all managed partners, ensuring timely opportunity updates, accurate stage progression, and clear next steps in AWSentral
• Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities and drive joint outcomes
• Coach partners on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale
Go-To-Market Development
• Design and execute Joint Go-To-Market (JGTM) strategies with partners - including solution positioning, demand generation, and field alignment - with the judgment to prioritize investments that drive the highest customer and business impact
• Enable partners to develop industry-specific and workload-specific solutions addressing customer needs in key verticals and segments
• Serve as a strategic thought partner to senior partner stakeholders, helping shape their AWS practice direction, investment priorities, and growth trajectory
Partner Capability Development
• Assess partner capabilities and develop multi-quarter roadmaps to build competencies in priority workloads and AWS service areas, including Migration, Modernization, GenAI, and industry solutions
• Support partners in achieving relevant AWS competencies, certifications, and program milestones that unlock go-to-market resources and funding
• Manage partner funding and MDF investments with a high bar for ROI, ensuring alignment with joint business objectives and AWS program requirements
Business Planning & Execution
• Develop annual and quarterly business plans with quantifiable goals for pipeline generation, launched ARR, co-sell activity, and customer outcomes
• Conduct regular pipeline and business reviews using consistent, data-driven frameworks - and proactively raise findings and recommendations to leadership
• Collaborate with cross-functional teams (sales, marketing, solutions architecture, professional services) to coordinate partner success motions and resolve blockers at the appropriate level
About the team
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
BASIC QUALIFICATIONS
- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
- 2+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Experience explaining complex technical concepts to various business and technical audiences
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience presenting to both technical and non-technical executive audiences
- Experience developing, leading, negotiating and executing corporate and/or business transactions
- Bachelor's degree
PREFERRED QUALIFICATIONS
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- MBA
The base salary range for this position is listed below. As a total compensation company, Amazon's package may include other elements such as sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), Registered Retirement Savings Plan (RRSP), Deferred Profit Sharing Plan (DPSP), paid time off, and other resources to improve health and well-being. We thank all applicants for their interest, however only those interviewed will be advised as to hiring status.
CAN, ON, Toronto - 111,300.00 - 185,800.00 CAD annually
