Senior Partner Development Manager, National SI Partners

Amazon Web Services Canada, Inc.; Toronto; On-site; CAD 111,000 - 186,000; Full time

Benefits offered by this job

Health insurance

RRSP

DPSP

Paid time off

RSUs

Job summary

AWS Canada is seeking a Senior Partner Development Manager (PDM) to lead National SI partnerships across Canada, based in Toronto, Ontario. You will own end-to-end relationships with emerging and scaling System Integrators and drive cloud adoption outcomes for enterprise customers.

This role focuses on joint go-to-market strategies, co-sell pipeline, and coaching partners on cloud transformation, migration, modernization, and GenAI initiatives, collaborating with AWS teams to deliver results

Qualifications

• 6+ years in Go-To-Market, Business Development, Sales, or Consulting.
• Experience with systems integrators and consulting companies.
• 2+ years in Data & AI technologies including AI/ML, GenAI, Analytics, DB, or Storage.
• Ability to influence leadership decisions with data-driven recommendations.
• Strong presentation skills for executive audiences.
• Experience developing and executing corporate and/or business transactions.

Responsibilities

• Own and manage a portfolio of managed consulting partners end-to-end.
• Develop comprehensive PBPs aligning partner capabilities with market opportunities.
• Build senior-level partner relationships and orchestrate exec engagement.
• Drive proactive pipeline generation via AO and PO co-sell motions.
• Maintain pipeline hygiene across partners and ensure clear next steps.
• Design and execute Joint Go-To-Market strategies with partners.
• Assess partner capabilities and develop multi-quarter roadmaps for cloud workloads.
• Manage partner funding and MDF investments with ROI focus.

Skills

Go-To-Market

Business Development

Sales

Consulting

Channel sales

Job description

AWS Canada is looking for a Senior Partner Development Manager (PDM) to lead strategic National SI partnerships with high-impact consulting partners across Canada. Based in Toronto, Ontario, this is a senior-level role that puts you at the centre of AWS's partner ecosystem — owning end-to-end relationships with emerging and scaling System Integrators and driving measurable cloud adoption outcomes for enterprise customers.

This isn't a passive account management role. You'll be building and executing joint go-to-market strategies, generating co-sell pipeline, coaching partners on cloud transformation, migration, modernization, and GenAI initiatives, and collaborating across AWS sales, marketing, solutions architecture, and professional services teams. If you thrive in complex, cross-functional environments and know how to deliver results through influence rather than direct authority, this role is built for you.

About the Role: Senior Partner Development Manager, National SI Partners

As the primary point of contact for a portfolio of managed consulting partners, you'll develop Partner Business Plans (PBPs) that align partner capabilities with real market opportunities — and translate those strategies into pipeline, revenue, and customer outcomes. You'll build trusted, senior-level relationships with partner leadership and serve as a strategic thought partner, helping shape their AWS practice direction and long-term growth trajectory. This is a role for someone who can think strategically, operate independently, and make sound prioritization decisions even in ambiguous situations.

Day-to-day, you'll drive proactive pipeline generation through Amazon-Originated (AO) and Partner-Originated (PO) co-sell motions, maintain rigorous pipeline hygiene in AWSentral, and coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities. You'll also manage partner funding and MDF investments with a strong focus on ROI, and support partners in achieving AWS competencies, certifications, and program milestones.

Benefits and Salary

The base salary range for this position in Toronto, ON is $111,300 to $185,800 CAD annually. As a total compensation company, Amazon's package may also include sign-on payments and restricted stock units (RSUs), with final compensation determined based on experience, qualifications, and location. Amazon offers a comprehensive benefits package including health insurance (medical, dental, vision, prescription, basic life and AD&D), a Registered Retirement Savings Plan (RRSP), a Deferred Profit Sharing Plan (DPSP), paid time off, and additional resources to support health and well-being.

Responsibilities

This role spans strategic partner management, pipeline generation, and go-to-market development — all at a senior level. You'll be expected to own your partner portfolio end-to-end, from multi-year business planning to day-to-day co-sell execution, while contributing meaningfully to team-wide best practices and program direction.

• Own and manage a portfolio of managed consulting partners as the primary point of contact and trusted advisor across all aspects of the partner relationship
• Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities and translate strategy into measurable business outcomes
• Build and maintain senior-level relationships with partner leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning
• Drive proactive pipeline generation by originating, qualifying, and advancing Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
• Maintain rigorous pipeline hygiene across all managed partners, ensuring timely opportunity updates, accurate stage progression, and clear next steps in AWSentral
• Design and execute Joint Go-To-Market (JGTM) strategies with partners, including solution positioning, demand generation, and field alignment
• Assess partner capabilities and develop multi-quarter roadmaps to build competencies in priority workloads including Migration, Modernization, GenAI, and industry solutions
• Manage partner funding and MDF investments with a high bar for ROI, ensuring alignment with joint business objectives and AWS program requirements
• Collaborate cross-functionally with AWS sales, marketing, solutions architecture, and professional services teams to coordinate partner success motions and resolve blockers

Requirements / Skills

The right candidate brings a strong track record in channel sales, business development, or consulting — ideally within the cloud or technology space — and knows how to build and scale indirect sales motions through complex partner ecosystems. AWS is looking for someone who exercises sound business judgment, communicates effectively at the executive level, and can deliver results in ambiguous, fast-moving environments.

• 6+ years of experience in Go-To-Market, Business Development, Sales, or Consulting
• Experience working with systems integrators and consulting companies to achieve sales outcomes
• 2+ years of experience with Data & AI related technologies, including AI/ML, GenAI, Analytics, Database, and/or Storage
• Experience developing strategies that influence leadership decisions at the organizational level
• Presentation skills suited to both technical and non-technical executive audiences
• Experience developing, leading, negotiating, and executing corporate and/or business transactions
• Preferred: Experience delivering complex, data-driven recommendations to senior leaders and leading multi-year, cross-functional initiatives spanning business and technology

6+ years of Go-To-Market, Business Development, Sales, or Consulting experience; experience working with systems integrators and consulting companies to achieve sales; 2+ years of experience with Data and AI related technologies including AI/ML, GenAI, Analytics, Database, and/or Storage; experience developing strategies that influence leadership decisions at the organization level; experience presenting to both technical and non-technical executive audiences; experience developing, leading, negotiating and executing corporate and/or business transactions.