Senior Partner Development Manager, ANZ Partner Team

Amazon Web Services (AWS); Melbourne; On-site; AUD 180,000 - 240,000; Full time

Job summary

Amazon Web Services Australia Pty Ltd is seeking a Global Systems Integrator (GSI) Partner Development Manager to own a portfolio of strategic consulting partners in Australia and New Zealand.

The role sits at the intersection of alliance management, business development and market development to build executive relationships, co-create joint business plans, and drive demand generation for AWS cloud transformations.

Qualifications

• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience influencing internal and external stakeholders.
• Experience setting up and managing a sales pipeline.
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience with or in a Global Systems Integrator.

Responsibilities

• Define and execute a partner business strategy for a small portfolio of Global Systems Integrators across Australia and New Zealand, working with AWS global alliance teams to turn global agreements and investments into local plans and results.
• Build and manage executive relationships with senior partner leaders, including country and alliance leads, managing partners and industry practice heads.
• Create new partner-originated pipeline through joint business and go-to-market plans, including industry solutions, offerings, demand generation and executive programs that find new demand in the partner's client base.
• Assess partner capabilities and guide investment in priority practice areas such as migration, modernisation, data and generative AI, including certifications, competencies and specialised AWS teams.
• Own reporting on partner performance, pipeline creation and business plan attainment through a consistent rhythm of QBRs and executive sponsor reviews.
• Mentor and develop others within the partner organisation, contributing to team capability and operational excellence.

Skills

Strategic thinking

Executive relationship building

Go-To-Market

Sales pipeline management

Consulting/BD experience

Education

Bachelor's degree

Job description

Description

The AWS ANZ Partner Organisation is looking for an experienced Global Systems Integrator (GSIs) Partner Development Manager. GSIs are the world's largest consulting, technology services and professional services firms, with global reach, deep industry practices and long-standing advisory relationships with the boards and executive teams of major organisations. You will own a small portfolio of our most strategic consulting partners. You will build the executive relationships, joint business plans and practice investments that make AWS the platform of choice for the large-scale transformation programs these firms deliver for enterprise customers.

You sit at the intersection of alliance management, business development and market development. You will build trusted relationships with senior partner leaders, including local country and alliance leads, managing partners and industry practice heads. You will also work closely with AWS's global alliance teams to turn global agreements and investments into local results. Your focus is on creating new pipeline through your partners. You will do this by shaping their go-to-market priorities on cloud migration, modernisation, data and generative AI, building differentiated industry solutions on AWS, and finding new demand in their client base. You will also drive the capability investments that grow their AWS practice, such as certifications, competencies and specialised teams. You will use data, AI tools and disciplined operating rhythms like QBRs and executive sponsor reviews to manage these relationships consistently, while going deep on the partner initiatives that matter most.

The ideal candidate combines business, consulting and technology fluency. You can hold a strategic conversation with a GSI country managing partner about market direction and joint investment, then pivot to working with solution architects and partner practice leads on a new offering. You understand how professional services firms run their business: utilisation, practice economics, partner incentives and the alliance landscape across multiple cloud providers. You use that understanding to build compelling joint plans that grow the partner's AWS business and turn into new pipeline and long‑term revenue.

Key job responsibilities

• Define and execute a partner business strategy for a small portfolio of Global Systems Integrators across Australia and New Zealand, working with AWS global alliance teams to turn global agreements and investments into local plans and results.
• Build and manage executive relationships with senior partner leaders, including country and alliance leads, managing partners and industry practice heads. You will be a trusted advisor and the primary AWS point of contact for your partners.
• Create new partner-originated pipeline through joint business and go-to-market plans, including industry solutions, offerings, demand generation and executive programs that find new demand in the partner's client base.
• Assess partner capabilities and guide investment in priority practice areas such as migration, modernisation, data and generative AI, including certifications, competencies and specialised AWS teams.
• Own reporting on partner performance, pipeline creation and business plan attainment through a consistent rhythm of QBRs and executive sponsor reviews. You will also champion your partners across AWS sales, solutions architecture, marketing and Partner Sales teams, influencing without authority.
• Mentor and develop others within the partner organisation, contributing to team capability and operational excellence.

A day in the life

Your day balances executive partner engagement with building your partners' AWS business. You might start by reviewing pipeline and practice metrics, then join AWS global alliance leads to plan how a new global investment lands locally. Mid‑morning you lead a quarterly business review with a partner's country leadership. After lunch you shape a new generative AI offering with a solutions architect and an industry practice head. Later you meet a managing partner to find new demand in their client base. Between meetings you keep AWS sales, solutions architecture, marketing and Partner Sales aligned with your partners' practices.

About The Team

Why AWS? AWS is the world's most comprehensive and broadly adopted cloud, trusted by organisations from startups to Global 500 companies. We pioneered cloud computing and haven't stopped innovating since.

Our Culture

We're a team that values curiosity, inclusion, and continuous learning. Our employee-led affinity groups and events celebrate the diversity that makes us stronger. You'll find mentorship, knowledge-shar­ing, and career development woven into everyday work.

Work‑Life Harmony

We believe great work and a fulfilling personal life go hand in hand, and we build flexibility into how we work.

Basic Qualifications

• Experience developing strategies that influence leadership decisions at the organizational level
• Experience influencing internal and external stakeholders
• Bachelor's degree
• Experience setting up and managing a sales pipeline
• 5+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience with or in a Global Systems Integrator.

Preferred Qualifications

• Experience working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking
• Experience working with Enterprise Application Modernization and Migration technologies, including, but not limited to Mainframe, Serverless, Containers, or Cloud Operations
• Experience working with Data & AI related technologies, including, but not limited to AI/ML, GenAI, Analytics, Database, and/or Storage
• Experience interpreting data and making business recommendations
• Experience presenting to both technical and non‑technical executive audiences
• Experience selling enterprise software or cloud‑based applications.

Acknowledgement Of Country

In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE Statement

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

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.

Company

Amazon Web Services Australia Pty Ltd

Job ID: A10578261