The Partner Sales Manager (PSM) is a quota-carrying individual contributor who owns the partner sales strategy and acts as the "Chief Partner Officer" for a portfolio of Retail and Consumer Goods accounts. This is an exciting space working at the intersection of Customer strategy and business outcomes along with the most advanced and technologically relevant AWS Partners. Embedded in the account team alongside account executives, solutions architects, and customer success, you work outbound from each customer's needs across the full AWS partner portfolio to source, shape, and close partner-delivered outcomes on AWS.
You are the primary conduit between your customers and the broader AWS partner organization, and you carry a personal number for the partner-originated and partner-assisted revenue your accounts produce. This role demands generation, disciplined deal execution, and the ability to build strategic executive relationships with both customers and partners that convert into closed deals. Success requires owning a portfolio of deals in flight, running your own operating rhythm, and earning trusted advisor status with partners and customers through consistent engagement, co-sell motions, and a persistent focus on customer outcomes.
You also help redefine the way AWS engages in the partner selling motion for Retail and Consumer Goods. This team operates at the intersection of retail and consumer goods technology, AWS Marketplace, cloud migrations, consulting and tech partners, and Generative AI. It advances the priorities that define the industry today, including omnichannel and unified commerce, supply chain and demand forecasting, personalization, and consumer packaged goods revenue growth.
You identify and advance 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 seller who consistently delivers and raises the bar on the account strategy around them. You treat every customer challenge as an opportunity to pull in the right partners across AWS, you leverage internal AI tools to sharpen your own productivity and forecasting, and you set the standard for how partner selling is done in Retail and Consumer Goods.
Key job responsibilities SALES: Revenue Ownership & Co-Sell Execution Carry an individual quota, driving partner-originated and partner-assisted opportunities across your Retail and Consumer Goods accounts: progressing deals, keeping pipeline hygiene, and using partner funding to accelerate velocity. Execute co-sell motions with Global System Integrators (GSI/SI) and Independent Software Vendor (ISV) partners. Position cloud migration solutions with GSI/SI firms, including mainframe modernization and data center exits, engaging procurement and business leaders to progress deals.
ACCOUNT STRATEGY: Partner-Led Pipeline Creation Own the partner sales strategy for your portfolio, working outbound from customer need into a prescriptive, account-specific plan embedded in the account team's strategy. Create net-new pipeline through account planning, business reviews, and scale campaigns with the One Partner Team, aligning partners to priority RCG workloads. Shape Marketplace deals spanning omnichannel commerce, supply chain, personalization, and security; support PPA demand plans and drive adoption.
ALLIANCES: Strategic Partner Development & Industry Ecosystem Building Act as the primary conduit between your customers and the broader AWS partner organization, building durable executive relationships on both sides. Feed field signal into partner strategy and contribute repeatable plays that advance how AWS and partners co-create RCG solutions. OPERATIONS: Execution Rigor & Cross-Functional Orchestration Role model Amazon Leadership Principles through the OneTeam approach; use AI tools for quality documents and forecasting, and keep CRM, program-tracking, and forecast accuracy.
Mitigate risk, escalate blockers, and engage stakeholders to maximize revenue realization. A day in the life You run your own book of business: inspecting your pipeline, advancing your most strategic deals, and stepping into executive conversations with partners and customers where the right relationship moves a deal forward. You spend your time unblocking deals, bringing the right partners into your accounts, aligning cross-functional AWS teams behind partner-led opportunities, and setting the account-level partner strategy that determines where you invest your 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. - Bachelor's degree or equivalent, or experience in sales - Experience communicating complex information and solutions to senior stakeholders and influencing decisions, or experience communicating results to senior leadership - 7+ years of experience in technology sales, business development, or a related field. - 5+ years of direct field sales experience selling software or cloud solutions. - Experience managing partner relationships through account management, product or program management, and business development engagements. - AWS Cloud Practitioner certification - Experience in direct sales - Experience working within the enterprise software development industry - Experience deep diving on selling partner-level issues and delivering recommendations - Experience working in a matrixed organization Amazon is an equal opportunities employer.
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