Partner Development Manager, SI Partners

The Consulting Partner Development Manager will lead strategic relationships with Strategic System Integrator partners across the India region, especially Mumbai, driving AWS value proposition that deliver transformational business outcomes for customers. This role requires deep expertise in managing complex partner ecosystems, executing industry-led go-to-market strategies, and enabling partners to engage with C-suite and Line of Business executives on cloud transformation initiatives. Key job responsibilities - Direct management of 6-8 Strategic System Integrator partnerships with demonstrated track record of managing high-complexity, high-revenue partner relationships - Revenue accountability for driving in annual partner-influenced revenue with proven ability to achieve YoY growth - Portfolio oversight requiring strategic resource allocation decisions across partner portfolio based on growth potential and strategic alignment - Cross-functional coordination across 10+ internal AWS teams including sales, solutions architecture, services, and product organizations - Executive representation at regional leadership forums, Monthly Business Reviews (MBRs), and Quarterly Business Reviews (QBRs) with AWS and partner leadership - Investment approval authority for partner-specific investments and funding allocations within defined thresholds - Strategic objective setting to establish partner business objectives aligned with AWS India priorities and regional growth targets - Partner Led Go-to-market strategy ownership to determine strategic focus areas, activation approaches, and industry-led initiatives for managed partners - Partner program advancement responsibility to evaluate and recommend partner progression through AWS partner programs and competency frameworks - Commercial negotiation capability to make informed recommendations on legal agreements, contract terms, and funding structures during negotiations and re-negotiations - Quarterly business planning sessions to lead strategy refresh, capability assessments, and three-year roadmap development - Annual partner capability assessments and development planning to drive partner technical capacity growth and certification targets - Regular pipeline reviews and business performance analysis to manage joint sales pipeline and drive outcomes - Executive briefings to AWS and partner leadership on partnership health, strategic initiatives, and business outcomes with measurable customer impact - Partner Business Planning: Create and execute comprehensive 1/3/5-year strategic Partner business plans using industry-led Build, Develop, Market, and Sell approaches - Go-to-Market Strategy: Develop and implement partner go-to-market strategies for business expansion across defined sales territories - Industry-Led Approach: Enable partners to develop industry-specific solutions and engage LOB executives - Program Management: Coordinate complex, multi-stakeholder migration and modernization initiatives - Performance Management: Drive partner performance against defined goals, KPIs, and migration targets A day in the life Your day will be a dynamic blend of strategic relationship building, collaborative planning, and technology innovation. You'll engage with system integrator partners, design breakthrough partnership strategies, and translate complex technological visions into actionable business plans. About the team You'll be joining the India Partner Development team within the APO (Amazon Partner Organization) Team Structure & Leadership As a Partner Development Manager (PDM), you'll be part of a dynamic organization led by the Head of SI Consulting Partner & Distribution Development for India. The team operates with a collaborative structure where PDMs work closely together. You'll prepare Monthly Business Review (MBR) updates and work in close alignment with regional leadership to drive partner excellence and strategic outcomes. Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Inclusive Team Culture AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do. Mentorship & Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve. - Master's degree or equivalent - 11+ years of business development, partner development, sales or alliances management experience - Experience developing strategies that influence leadership decisions at the organizational level - Experience managing programs across cross functional teams, building processes and coordinating release schedules - Experience selling enterprise software or cloud-based applications - Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients- 5+ years of working with Core Cloud Technology Services managing SI partners, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.