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Description

About Amazon Web Services
Since 2006, Amazon Web Services has been the world’s most comprehensive and broadly adopted cloud. AWS has been continually expanding its services to support virtually any workload, and it now has more than 240 fully featured services for compute, storage, databases, networking, analytics, machine learning and artificial intelligence (AI), Internet of Things (IoT), mobile, security, hybrid, media, and application development, deployment, and management from 105 Availability Zones within 33 geographic regions, with announced plans for 18 more Availability Zones and 6 more AWS Regions in Malaysia, Mexico, New Zealand, the Kingdom of Saudi Arabia, Thailand. Millions of customers—including the fastest-growing startups, largest enterprises, and leading government agencies—trust AWS to power their infrastructure, become more agile, and lower costs. To learn more about AWS, visit aws.amazon.com.

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector. The AWS Global Support team interacts with leading companies and believes that world-class support is critical to customer success. AWS Support also partners with a global list of customers that are building mission-critical applications on top of AWS services.

As a GSI Partner Development Manager, you will build C-level executive relationships and drive end-to-end transformational deals with Global System Integrator partners by developing joint account business plans and defining joint business strategies with formal go-to-market plans encompassing solutions, marketing, and co-selling. Your core responsibilities include creating partner-originated opportunity pipelines, executing account-level sales motions with field teams, and driving SI-originated pipeline and revenue growth measured by partner-originated opportunities, APN program participation, and AWS technical scale through partner training and certifications. Success in this role focuses on scaling AWS adoption through strategic GSI partnerships that deliver customer value and mutual business growth.

Key job responsibilities
• Drive GSI partner development to achieve assigned partner goals and revenue targets, working with partners and AWS sales organizations to exceed objectives

• Define and deliver overall go-to-market strategy as a key member of the GSI Partner team, understanding partner business requirements and guiding AWS offerings direction with internal BD team

• Engage hands-on with partners' field sales organizations and end customers to create and drive revenue opportunities, supporting partners in competitive situations by leveraging AWS resources and direct customer engagement

• Align internal mechanisms with account sales teams on partner-related key projects and day-to-day sales management, involving appropriate partners to provide solutions for customer projects

• Manage contract negotiations involving legal, marketing, and business terms while engaging partner field sales organizations, ISVs, and end customers to drive AWS revenue opportunities

• Manage and close pipeline of business associated with named accounts

About the team
AWS Partner Organization Mission
We optimize customer journeys to AWS by scaling with partners who bring innovation and value. Our mission: build lasting partnerships with leading companies globally, creating the industry's most customer-centric ecosystem. We enable partners to build industry-leading practices through world-class programs, resources, and co-innovation.
Daily Operations: Partner enablement, GTM support, pipeline reviews, training coordination, program management, and co-sell execution. We drive partner-originated opportunities through technical enablement, joint solution development, and strategic account planning.
Culture: Day 1 principles guide us—collaboration, mentorship, trust, and security-first mindset. We earn trust through shared success, delivering measurable results for partners and customers.