Partner Director

MicroStrategy; Virginia (MN); On-site; USD 130,000 - 234,000; Full time

Job summary

MicroStrategy is seeking an elite AWS Partner Manager to drive the Mosaic AI attach strategy with AWS field teams, educating on how to accelerate data projects and optimize joint pipelines. You will coordinate co-sell activities, map strategic accounts, and position the modern data stack to both technical and business stakeholders.

The role focuses on building a high-velocity partner-revenue engine, managing ACE portal workflows, and delivering measurable co-sell outcomes across North America.

Qualifications

• BA/BS or equivalent required. MBA preferred.

Responsibilities

• Field Co-Selling Mechanics: map and build high-impact relationships with AWS field sellers and partner managers.
• The Attach Strategy: educate AWS teams on attaching Mosaic AI to deals to accelerate customer data projects.
• Deal Ingestion & Mapping: map accounts to discover joint pipeline opportunities.
• Solution Positioning: present the modern data stack architecture to technical and business stakeholders.
• Joint Marketing & Field Enablement: leverage MDF to run co-selling events and workshops with AWS and MicroStrategy teams.
• ACE Portal Optimization: manage AWS Co-Sell Incentive (ACE) portal for sourcing attribution and data hygiene.
• Protecting Operational Boundaries: drive alliance leverage after inbound opportunities are validated as co-sell plays.

Skills

AWS alliance expertise

Revenue mindset

Technical DNA

Execution mentality

Strategic planning

Travel willingness

Communication skills

Education

BA/BS or equivalent

MBA preferred

Tools

Kestra

Redshift

S3

Job description

Job Description

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends-we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.

But that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values-bold, agile, engaged, impactful, and united-are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

Location

Strategy headquarters in Tysons Corner, Virgina, at least 4 days a week

Mandate

Execute a programmatic Mosaic AI Attach Strategy to drive net -new partner-sourced pipeline, while evangelizing the "Trifecta" modern data stack architecture directly to AWS field sales teams and enterprise customers.

Position Overview

MicroStrategy is building a high-velocity, independent partner-revenue engine, and we are seeking an elite, execution-focused AWS Partner Manager. This is not an administrative alliance role; you are a revenue-producing builder.

Core Responsibilities

• Field Co-Selling Mechanics: Actively map and build high-impact relationships with AWS field sellers, including Partner Development Managers (PDMs), ISV Success Managers, and Enterprise Account Executives.


• The Attach Strategy: Educate AWS field teams on how attaching MicroStrategy Mosaic AI to their deals accelerates customer data projects and helps customers retire their massive annual AWS cloud spend commitments (EDP/MADA) via the AWS Marketplace.


• Deal Ingestion & Mapping: Execute programmatic, account-level mapping against top-tier enterprise target accounts to discover net-new joint pipeline opportunities.


• Solution Positioning: Successfully pitch the modern data stack "Trifecta" architecture to technical and business stakeholders: Data Storage/Gravity (AWS Redshift/S3/Bedrock) + Open-Source Orchestration (Kestra) + Semantic Visualization & GenAI Safety (MicroStrategy Mosaic AI).


• Joint Marketing & Field Enablement: Leverage Marketing Development Funds (MDF) to execute hyper-targeted, local co-selling events and workshops that bring AWS AEs, Kestra champions, and MicroStrategy teams together to solve complex enterprise AI challenges.


• ACE Portal Optimization: Own the day-to-day management and validation of the AWS Co-Sell Incentive (ACE) portal to ensure precise sourcing attribution, high data hygiene, and frictionless routing for your active pipeline.


• Protecting Operational Boundaries: Guard team velocity by enforcing strict operational borders. You will step in to drive strategic alliance leverage after an inbound opportunity is validated as an active co-sell play, while core AE teams and Sales Ops handle individual private offer generation (CPPO paperwork/MPOP forms).

Qualifications & Experience

• AWS Alliance Expertise: 5+ years of enterprise software partner management or cloud co-selling experience, with deep, hands-on knowledge of the AWS field sales organization, marketplace mechanics, and ACE portal workflows.


• Revenue Mindset: Proven track record of hitting and exceeding partner-sourced pipeline and revenue quotas. You talk in terms of ACV, close rates, and pipeline velocity, not just "partner meetings."


• Technical DNA: Clear understanding of the Modern Data Stack (MDS), data warehousing (Redshift, Snowflake), cloud orchestration tools (Kestra), and enterprise AI/LLM integration patterns.


• The "Execution" Mentality: Highly organized self-starter who thrives in building processes from scratch. You write your own scripts, run your own account-mapping sessions, and know how to clear operational roadblocks independently.

Other Job Requirements

• BA, BS (or equivalent work experience), MBA preferred.


• 10+years' experiencein Sales Leadership - Account, Alliance, or Partner Management.


• Proven experience in the management of large globalorregional system integratorpartnerships


• Strong relationship and sales skills, knowing what we sell and how people want to buy using experience from directly selling for a while and know what it takes to be a phenomenal influencer in partnerships.


• Channel experience including selling with or managing channel partners.


• High level of energy, grit,engagement, proactivity and commitmentto attaining personal andcompany goals


• Proven history of working independently and with cross-functional teams to achieve company andteam objectives .


• Attention to detail and the ability to plan and execute areessential.


• Strong business acumen and capable of developing and managing strategic plans with partner andcompany executives.


• Strategic planning and analytic capabilities.


• Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly.


• Ability to excel in a team environment, espousing cooperation, and mutual respect.


• Demonstrated ability to work in a virtual and matrix environment.


• Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment.


• 25%or more travel withinNorth America.


• Strong communication (written and verbal) and presentation skills.

Compensation

The base salary range for this role is $ 129,900 to $ 233,700 and represents a good faith estimate of the range at the time of posting . Strategy maintains broad salary ranges to account for differences in skills, experience, qualifications, internal peer equity, market conditions, and business needs.

Candidates are typically placed within the range based on these factors, and it is not common for individuals to be hired at or near the top of the range. The posted range reflects base salary only. Eligible employees may also participate in bonus programs, sales incentives, equity awards, and comprehensive benefits, as applicable.

Additional Information

Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.

Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment [e-mail].

Visit Strategy's Careers page for additional information.