Senior Partner Development Manager
Amazon
Senior Partner Development Manager
Amazon
Sells products online and rents cloud computing
Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in cloud computing and AI, and is looking for world class candidates to help drive the strategic growth and field activation of some of our most important Global System Integrator (GSI) and Business Consulting & Advisory Partner (BCAP) partnerships across France.
The AWS Partner Network (APN) is core to how we help customers transform their businesses. As part of the AWS Partner Organization (APO), you will own the strategic growth and field activation of a portfolio of Global System Integrators (GSIs) and Business Consulting & Advisory Partners (BCAP) in France. You will be in the field with partners, driving joint go-to-market execution and accelerating revenue through active co-sell motions. You will own the joint go-to-market strategies, provide direct sales support to joint opportunities, identify cross-sell and upsell opportunities, and drive overall partner expansion aligned with AWS strategic priorities. This role requires someone who is customer-obsessed, delivery-focused, and able to think strategically about long-term partner and customer success.
Key job responsibilities
• Own end-to-end partner relationships at area level across a managed portfolio of GSI and BCAP partners, serving as the primary strategic advisor and activation lead
• Develop and execute Area Partner Business Plans that translate partner capabilities and market opportunities into measurable pipeline and revenue outcomes
• Design and deliver Joint Go-To-Market (JGTM) strategies — vertical solution positioning, demand generation campaigns, field alignment, and activation programmes — prioritising investments that drive the highest customer and business impact
• Build multi-quarter capacity roadmaps across priority workloads (Migration, Modernisation, GenAI, Industry Solutions) and drive execution against milestones
• Spend most of your time in the field with partner sellers and AWS account teams — running GTM bootcamps, joint customer sessions, and co-sell deal support
• Drive proactive pipeline generation — originating, qualifying, and advancing both Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
• Coach partner sales teams on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale
• Lead complex IT and Business transformation deals with partners, bringing AWS best practices to deal execution
• Enable partners to build and position industry-specific and workload-specific solutions addressing key customer needs (e.g., VMware displacement, GenAI adoption, cloud migration at scale)
• Manage partner funding and MDF investments with a high bar for ROI, ensuring alignment with joint business objectives
• Build and maintain senior-level relationships with partner C-suite and practice leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning
• Conduct regular pipeline and business reviews using data-driven frameworks, proactively raising findings and recommendations to leadership
- 5+ years of experience in business development, partner development, sales, or alliances management
- Experience working directly with Global System Integrators and/or large consulting and advisory firms
- Demonstrated success building and executing partner business plans with measurable revenue outcomes
- Deep expertise in enterprise IT transformation — including cloud migration, modernisation, ERP, data centre exit strategies, and/or GenAI adoption
- Proven ability to design and execute joint go-to-market strategies that generate measurable pipeline
- Experience in AI, cloud computing, enterprise software, or infrastructure technology sectors
- Track record of influencing cross-functional teams across organisations without direct authority
- Speak, write, and read fluently in French and English at C1 level or above
- Master's degree in engineering, commerce, business administration or equivalent
- Experience interpreting data and making business recommendations
- Familiarity with the AWS platform, products, solutions, and capabilities
- Experience activating GSI and/or advisory partners in the field
- In-depth knowledge of the French market and business landscape
- Experience developing, negotiating and executing complex business and legal agreements
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Amazon runs the largest online store in the United States and rents cloud computing to businesses and governments through Amazon Web Services. AWS pioneered renting computing power over the internet, and Amazon built its own delivery network to get orders to customers quickly. Shoppers buy from Amazon and from independent sellers on its store, and Prime members pay a subscription for fast free shipping, streaming video and music, and other perks. AWS rents out computing power, storage, databases, and AI tools so companies can run software without owning servers, and Amazon also makes Kindle e-readers and Echo speakers with the Alexa assistant. Jeff Bezos founded Amazon in 1994, and it is based in Seattle, Washington.
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