Amazon

Sr. Partner Sales Manager, ISV

Amazon • $157K — $212K *
New York, NY 10025In-Person
Enterprise Technology
5 - 7 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 7+ years in technology sales or business development
  • Experience selling software or cloud solutions directly
  • Proficient in partner engagement through account management and business development
  • Demonstrated track record of exceeding sales quotas
  • Skills in communicating with C-suite executives and procurement leaders
  • Expertise in structuring AWS Marketplace deals
  • Ability to articulate cloud migration business cases and AI use cases

Responsibilities

  • Achieve revenue targets through partner-driven opportunities in a designated territory
  • Execute co-sell strategies with GSIs and ISVs throughout the sales cycle
  • Support partners in positioning cloud migration solutions to potential customers
  • Cultivate strategic relationships to create new business opportunities within accounts
  • Shape partner deals addressing industry needs with Marketplace solutions
  • Drive customer engagement for AWS Marketplace to enhance adoption
  • Mobilize cross-functional resources to align partner capabilities with customer needs

Benefits

  • Comprehensive health insurance including medical, dental, and vision
  • 401(k) matching contributions
  • Paid time off and parental leave options
  • Adoption and surrogacy reimbursement coverage
  • Flexible spending accounts for healthcare expenses
  • Employee assistance program for mental health support
  • Access to AWS Professional Services and ongoing professional development resources
Full Job Description
A quota-carrying sales professional responsible for co-sell execution from partner selection through close, driving partner-delivered revenue across an industry-aligned territory. The role requires matching partner capabilities to active customer needs, positioning joint value to field and customer stakeholders, and maintaining pipeline discipline across one or more sales territories.

Operating across AWS Marketplace, cloud migrations, and Generative AI, the PSM engages customer, partner, and AWS field stakeholders to build pipeline, increase partner-led deal flow, and deliver revenue against quota.

The ideal candidate operates with minimal direction, prioritizes decisively, escalates with context when deals exceed scope, and builds credibility through consistent execution.

Key job responsibilities

SALES - Revenue Achievement, Partner Solution Positioning & 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 Vendors (ISV) partners, engaging early in the sales cycle to build trust; articulate partner technical capabilities and competitive differentiators to field sales teams and customers, and position how partner solutions address customer needs through AWS Marketplace transactions.

- 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.

2. 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 flywheel by engaging procurement and business stakeholders; leverage Marketplace listings, case studies, and reference architectures to accelerate partner-led deal flow and sell the value of Marketplace to partners for in-flight opportunities

3. OPERATIONS - Execution Rigor & Cross-Functional Orchestration

- Own partner strategy and mobilize cross-functional resources across Sales, Solution Architects, AWS Professional Services, Business Development, and partner organizations to drive sales velocity; develop and execute territory plans that map partner capabilities to customer transformation priorities including Marketplace adoption, migration programs, and AI readiness

- 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

BASIC QUALIFICATIONS

- 7+ years of technology related sales, business development or equivalent experience

- Experience in direct field selling software or cloud solutions

- Experience working with partners through account, product or program management and business development engagements

PREFERRED QUALIFICATIONS

- Track record of consistently exceeding revenue targets in a quota-carrying role across multiple performance periods.

- Proven ability to engage C-suite and procurement stakeholders, connecting partner solutions to measurable business outcomes.

- Experience structuring and closing partner-attached deals through AWS Marketplace (private offers, channel partner private offers, and consulting partner private offers) with ability to articulate procurement consolidation, spend visibility, and contract simplification to customer buying teams

- Experience building cloud migration business cases - articulating cost-of-delay, TCO, and partner delivery differentiation to move customers off legacy infrastructure.

- Ability to identify Generative AI use cases and map partner capabilities with enough precision to secure discovery meetings and advance to proof-of-concept.

- Strong written and verbal communication skills with demonstrated ability to produce high-quality business documents; comfort using AI tools to accelerate writing, analysis, and forecasting

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, CA, San Francisco - 157,100.00 - 212,500.00 USD annually

USA, FL, Miami - 142,800.00 - 193,200.00 USD annually

USA, NY, New York - 157,100.00 - 212,500.00 USD annually

USA, TX, Austin - 142,800.00 - 193,200.00 USD annually

USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually

USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually

About Amazon

Audible is a provider of spoken audio information and entertainment , on the Internet. They provide premium spoken audio content, such as audio versions of books and newspapers and radio programs, that is delivered over the Internet and played back on personal computers and hand-held electronic devices. The Audible service allows consumers to purchase and download their content from their Website, store it in digital files and play it back on personal computers and electronic devices. More than 15,000 hours of audio content are available on their Web site, including audio versions of books, periodicals and radio programs. Several manufacturers have agreed to support and promote the playback of their content on their hand-held audio-enabled electronic devices.

Amazon Careers

Joining Amazon presents an unparalleled opportunity to become part of a vibrant team pushing the boundaries of innovation and growth in the global marketplace. As a leader in e-commerce, technology, and logistics, Amazon offers a variety of job opportunities that cater to a range of skills and professional interests. Work You’ll Do At Amazon, every day is an opportunity to collaborate with the brightest minds in technology and business to redefine what’s possible. Whether you’re interested in software development, marketing, human resources, or customer service, Amazon has a position waiting for you. Transform the way the world shops and innovates with our diverse and inclusive team. Amazon is not just a company; it’s a community where you can drive real change and contribute to projects impacting millions globally. Lead with Innovation and Leadership Amazon is the perfect place to enhance your leadership and innovation skills. Our culture encourages pushing the envelope and imagining the unimaginable. Here, you will lead projects that challenge the status quo and define new industry standards. Work with a team that values diversity and is committed to creating an inclusive environment. Our leadership is focused on harnessing the collective power of unique perspectives to foster growth and innovation. Explore Amazon’s Employment Benefits Amazon’s commitment to its employees extends beyond just career growth. We offer competitive benefits, including health care, parental leave, and diversity training, ensuring that our team not only excels professionally but also enjoys well-being and security. Internship and Networking Opportunities Start your career with an Amazon internship and gain hands-on experience that matters. Our internships provide a gateway to full-time employment and an opportunity to network with professionals across various sectors of the company. Future-Proof Your Career With Amazon, your career path is filled with numerous opportunities for advancement. Our learning and development programs are designed to nurture your professional growth and keep you at the forefront of industry trends. Stay Connected Join Our Team Discover the job opportunities at Amazon that match your skills and interests. We are constantly on the lookout for passionate, curious, and innovative team players ready to make a difference. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Job Alert Emails Customize your subscription to receive job alerts, the latest news, and insider tips tailored to your preferences. Explore the exciting and rewarding career opportunities that await at Amazon. Amazon is more than just a company—it’s a platform for building a promising future. Whether you’re starting or looking to advance your career, Amazon offers the resources, support, and network you need to succeed. Join us, and be a part of our continuing mission to be Earth's most customer-centric company.
Learn more about Amazon
Size
1,608 employees
Market Cap
$832.6 billion
Industry
Retail & Consumer Goods
Net Income
$21.3 billion
Founded
1994
5 Year Trend
+28.1%
Revenue
$386 billion
NASDAQ
AMZN
* Ladders Estimates

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