Partner Development Manager, EMEA Central APO

Amazon Inc.; Zürich; Hybrid; CHF 111,000 - 166,000; Full time

Job summary

Amazon seeks a Partner Development Manager for EMEA Central to drive AI-native partner strategies across CH and CEE. You will own key Tier 1 relationships and craft PBPs leveraging AI insights to accelerate cloud transformation and strategic partner engagement.

You will design joint GTM, enable AI-infused partner capabilities, and collaborate with sales, solutions architecture, and distribution partners to scale partner-led growth across CH/CEE, delivering superior customer outcomes.

Qualifications

• German language required.
• AI fluency required.

Responsibilities

• Own and manage strategic relationships with Tier 1 partners in CH and CEE, serving as the primary contact and trusted advisor.
• Develop and execute Partner Business Plans (PBPs) that align capabilities with market opportunities using AI-driven insights.
• Build and maintain C-level relationships with partner organizations and orchestrate executive reviews.
• Develop partnerships to expand market, segment, and vertical capabilities across CH and CEE with AI/GenAI opportunities.
• Identify intersection points between partners, ISVs, and distribution channels to unlock new customer segments.

Skills

German Language

AI Fluency

Job description

Partner Development Manager, EMEA Central APO

This is the next-generation PDM role where AI fluency isn't a nice-to-have — it's core to the job. We're looking for someone who can harness AI tools and insights to drive smarter, faster, and more impactful partnerships across CH and CEE.

The role sits within the AWS Partner Organization (APO), focused on building and scaling strategic relationships with Partner ecosystem to realize the vision of making Partners default choice for customers across CH and CEE: orchestrating partner-led cloud transformation at scale.

What makes this "of the future":

• AI-native approach to partner management – using AI to identify market opportunities, optimize joint GTM strategies, and accelerate pipeline generation
• Driving partners beyond traditional migration and modernization into GenAI-led customer engagements
• Leveraging data and AI tooling to build smarter Partner Business Plans that dynamically align partner capabilities with evolving market demand
• Enabling partners to have AI-informed C-suite conversations on cloud transformation

The fundamentals remain: own end-to-end partner relationships, hit revenue and pipeline targets, build C-level trust, and influence without authority across a complex ecosystem of AWS sales, SA, marketing, and ProServe teams. But the expectation is that the right candidate amplifies all of this through AI fluency – working faster, seeing patterns others miss, and helping partners do the same.

This is a role for someone who thinks strategically about indirect sales models, executes with precision, and sees AI as the multiplier that transforms how partnerships drive customer outcomes in CH and CEE.

Key job responsibilities

Strategic Partner Management

• Own and manage strategic relationships with Tier 1 partners in CH and CEE, serving as the primary point of contact and trusted advisor
• Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities and drive measurable business outcomes – leveraging AI-driven insights to identify whitespace, prioritize accounts, and optimize partner engagement strategies
• Build and maintain C-level and VP-level relationships with partner organizations, orchestrating executive engagement and strategic business reviews
• Develop partnerships to expand market, segment, and verticals capability depth across CH and CEE, with a focus on AI/GenAI-led transformation opportunities
• Identify and cultivate intersection points between partners, ISVs, and Distribution channels – creating multi-partner motions that combine delivery capability with ISV solutions and distributor reach to unlock new customer segments

Go-To-Market Development

• Design and execute Joint Go-To-Market (JGTM) strategies with partners, including AI-powered solution development, market positioning, and data-driven demand generation campaigns
• Enable partners to develop industry-specific and workload-specific solutions – with emphasis on GenAI use cases – that address customer needs in key verticals and segments across CH and CEE
• Orchestrate tri-party GTM plays that bring together partners, ISVs, and Distributors – packaging ISV solutions with partner implementation services and leveraging distribution networks to scale across CH and CEE markets
• Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities, using AI tooling to surface joint pipeline insights and drive outcomes faster

Partner Capability Development

• Assess partner technical capabilities and create development roadmaps to build competencies in priority areas: Migration, Modernization, GenAI, AI/ML, and industry solutions
• Support partners in building repeatable AI-infused practices, accelerators, and IP that differentiate their offerings and unlock new customer value
• Champion AI fluency within the partner ecosystem – helping partners upskill their teams to lead AI-first customer conversations and solution design
• Enable partners to build delivery practices around key ISV platforms on AWS, creating scalable solution bundles that distributors can take to market across CH and CEE's diverse sub-regions

Business Planning & Execution

• Develop annual and quarterly business plans and reviews with quantifiable goals for revenue, pipeline, certifications, and customer outcomes – using AI analytics to track performance and dynamically adjust strategy
• Manage partner funding requests and investments, ensuring ROI and alignment with business objectives – including joint investments that span partner, ISV, and Distribution ecosystems
• Collaborate with cross-functional teams (sales, marketing, solutions architecture, professional services) and adjacent partner teams (ISV PDMs, Distribution PDMs) to deliver integrated partner success across CH and CEE

Ecosystem & Program Leadership

• Contribute to the development of regional partner programs, playbooks, and best practices for the EMEA Central region, embedding AI-first methodologies into partner engagement frameworks
• Drive the convergence of partner, ISV, and Distribution ecosystems in CH and CEE – building repeatable models where distribution amplifies partner+ISV solutions to reach mid-market and SMB customers at scale
• Share insights and learnings across the broader PDM community to drive continuous improvement, including how AI tools and multi-partner ecosystem plays can scale partner management effectiveness

A day in the life

Your day will be a dynamic blend of strategic relationship building, collaborative planning, and technology innovation. You'll engage with system integrator partners, design breakthrough partnership strategies, and translate complex technological visions into actionable business plans. You'll leverage data and analytics to track performance across multiple dimensions: segments, verticals, horizontals and collaborate with various teams. Working backwards from partner business models, you'll help them understand how to maximize their AWS revenue streams and open new ones.

About the team

You will join the EMEA Central Partner Organization, a high-performing team responsible for driving partner success across Germany, ALPS (Austria, Switzerland), and CEE markets. Our team is focused on scaling partner-led growth, developing innovative go-to-market strategies, and building the capabilities that enable partners to deliver exceptional customer outcomes. You will work closely with field sales, solutions architects, marketing, and partner sales teams to drive results.

Reporting Structure: This role reports to the Partner Development Manager Lead for EMEA Central.

Preferred Qualifications

• German Language
• AI Fluency

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Location: ES, Community of Madrid, Madrid