Head of Partner Sales Strategy, AWS Partner Sales

Amazon; New York (NY); On-site; USD 206,000 - 278,000; Full time

Benefits offered by this job

Health insurance

RSUs

401(k) matching

Paid time off

Parental leave

Job summary

Amazon is seeking a high-impact Head of NAMER Partner Sales Strategy to design and evolve the GTM framework across NAMER partner engagements. You will shape operating models, cadence analytics, and cross-functional governance to drive revenue growth and scalable efficiency across geo and divisions.

You will partner with Sales Operations and Partner Development leadership to ensure alignment with field sales and partner motions, define KPIs, and enable effective decision-making at scale.

Qualifications

• Senior leadership experience in sales operations, strategy, finance or related fields.
• Ability to design and operate inspection cadences and goal-setting frameworks.
• Experience across multiple sales disciplines in integrated GTM models.
• Strong analytical mindset with data-driven decision making.
• Experience cascading goals across complex organizations and quotas.

Responsibilities

• Design and evolve NAMER GTM framework including coverage and play architecture.
• Prepare decision-ready briefs for strategic analytics and performance signals for NAMER cadences.
• Drive cross-functional accountability and governance for revenue outcomes.
• Influence quota design and partner-led growth integration with field sales.
• Define pipeline standards, forecasting methods, and KPIs for NAMER leadership.

Skills

Senior leadership

Cross-functional

GTM design

Data analytics

Quota & compensation

Enablement programs

Strategy to execution

Multi-channel GTM

Matrix organizations

Tech sales experience

Revenue operations

Job description

• 10+ years of senior leadership work in sales operations, sales strategy, finance, business development, or other related fields experience


• Demonstrated experience designing and operating inspection cadences, goal-setting frameworks, and cross-functional accountability models


• Experience working across multiple sales disciplines (field sales, partner development, specialist roles) in integrated GTM models


• Strong analytical and quantitative mindset; ability to define standards and metrics that drive behavior


• Experience cascading goals across complex, multi-level organizations; comfort with quota, territory, and compensation mechanics


• Track record building enablement programs or driving organizational culture change at scale


• Strong written and verbal communication skills with demonstrated ability to produce high-quality strategy documents, data narratives, and business reviews; ability to translate complex analysis into clear, compelling business cases for leadership


• Experience translating strategy into executable frameworks; comfort with mechanism design and inspection logic


• Experience in technology sales (SaaS, cloud, enterprise software) or AWS


• Background in multi-channel or partner-led go-to-market models


• Experience working across geographic or divisional boundaries; comfort with matrix organizations


• Experience leading a GTM transformation or significant operating model redesign


• Background in sales operations, revenue operations, or business operations in a high-growth environment

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, MA, Boston - 186,900.00 - 252,900.00 USD annually

USA, NY, New York - 205,600.00 - 278,200.00 USD annually

AWS is seeking a Head of NAMER Partner Sales Strategy to serve as the strategic partner to the Director of NAMER Partner Sales. This role designs and evolves the Geo-level GTM execution framework across Deep, Focus, Scale, and Indirect partner engagement motions. You will operate at Geo scale across all NAMER divisions and partner development functions, anticipate organizational evolution, identify structural gaps before they create execution friction, and work with Partner & Field Sales Operations to operationalize strategic frameworks. This is a high-impact strategic position with influence across all partner sales divisions, AMER partner sales and development leadership, and field sales organizations.

Key job responsibilities

Operating Model Design & Evolution

You will design and evolve the GTM framework that governs how NAMER partner sales operates. This includes coverage models, sales play architecture, inspection cadences, and the mechanisms that translate strategy into PSL execution. You will stress-test the operating model against organizational priorities, identify drift patterns, and propose structural changes when the model no longer serves NAMER's growth objectives. You will work with divisional Partner Sales Leaders to ensure clarity on role boundaries, inspection logic, and escalation thresholds. Your work here sets the standard for how partner sales operates across the Geo.

Critical Inputs to NAMER Inspection Cadences

You will generate the strategic analytics and performance signals that inform all NAMER inspection cadences, including WBR, IPMM, MBR, Top Deals, MFR, and Forecast. For each cadence, you will prepare decision-ready briefs that surface the information leadership needs to govern and make course corrections. You will work with Sales Operations to ensure cadence logistics run smoothly while maintaining focus on the business signals that matter. Your analytical work will enable faster, more rigorous leadership decision-making.

Cross-Functional Accountability & Governance

You will work with AMER Partner Development (Consulting and Technology) leadership to ensure shared accountability with Geo and Division revenue outcomes. You will drive partner development investment aligned to NAMER division needs, support partner business/geo account and territory planning, influence top-of-funnel pipeline campaign builds and execution, govern partner-first and partner-led sales motion interlock with field sales leadership, and ensure cross-organizational escalation accountability to remove deal blockers and accelerate win rates.

Cross-Functional Goal Design & Cascade

You will influence quota methodology, partner-attached goal design (including field sales cascade), and compensation frameworks that align PSM and field seller behavior with partner-led growth strategy. Partner Sales Operations owns execution of partner sales goal setting and cadence. You will work with Partner Sales Operations and Field Sales Operations to design the logic of how NAMER goals cascade into division expectations and how partner-attach expectations flow to field sellers who do not have direct PSM coverage. Your work here ensures that partner-led growth becomes a structural expectation of the entire field sales organization, not just a PSM responsibility.

Data Governance & Analytics Infrastructure

You will define pipeline standards, funnel definitions, forecasting methodology, and KPIs that enable faster, data-driven leadership decision-making across NAMER. You will establish what constitutes qualified partner pipeline, what stage progression signals mean, and what metrics tell leadership whether a partner motion is working at scale. You will work with Sales Operations to translate these definitions into operational reality and with divisional leaders to ensure consistent application.

Revenue Operations Partnership

You will partner with Sales Operations to operationalize strategic frameworks. You set strategic requirements and performance standards; Sales Operations executes and maintains operational responsibility for cadence logistics, data governance, and systems integrity. The two functions operate as a flywheel to ensure strategy turns into measurable execution and can be continually improved.

About the team

AWS Partner Sales is the team responsible for driving partner-led revenue across AWS's largest and most complex enterprise customers. We operate at the intersection of enterprise sales, strategic alliances, and industry specialization—helping customers solve their most critical business challenges through the AWS partner ecosystem.

Our team members are trusted advisors who combine deep industry knowledge with executive selling skills and operational excellence. We champion a culture of customer obsession, ownership, and bias for action—and we believe the best outcomes emerge when AWS, partners, and customers work as one team toward shared goals.

AWS Global Sales:

AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.

Diverse Experiences:

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Inclusive Team Culture:

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & Career Growth:

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance:

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.