Prin. ProServe Ptr Lead, BCAPs, ProServe Partner Organization

Amazon Web Services (AWS); Chicago (IL); On-site; USD 176,000 - 238,000; Full time

Job summary

Amazon Web Services, Inc. is seeking a ProServe BCAP Partner Leader to shape and scale the BCAP + ProServe strategy within AWS. You will collaborate with BCAP partners to define joint GTM programs and drive ARR growth by aligning business consulting with technology implementation on the AWS platform.

This role requires a senior GTM, partnerships, and cloud services background. The position emphasizes building trusted advisor relationships at the CXO level, leading complex negotiations, and

Qualifications

• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 7+ years of developing, negotiating and executing business agreements experience.
• 7+ years of working with Core Cloud Technology Services, including Compute, Edge, Hybrid, Security, and Networking.

Responsibilities

• Build BCAP + ProServe strategy and joint GTM programs.
• Define, execute and report on joint sales attainment and go to market programs that drive ARR and ProServe.
• Serve as a key member of the BCAP Alliance team and help define and deliver joint strategy and collateral.
• Develop a deep understanding of BCAP partner capabilities and relationships to originate strategic pursuits and ARR for ProServe.
• Drive origination initiated by BCAP and align AWS Account Teams with BCAP.

Skills

Go-To-Market Strategy

Business Development

Sales

Consulting

Core Cloud Technology Services

Education

Bachelor's degree

Tools

Salesforce

CRM Systems

Job description

Description

Application deadline: Aug 29, 2026

Would you like to be part of a team that is redefining the Cloud industry by building and coordinating the Amazon partnering strategy with the Business Consulting and Advisory Partners (BCAP)? These include partners such as McKinsey & Company, Boston Consulting Group, and Bain & Company to name a few. Amazon Web Services is leading the next paradigm shift in artificial intelligence and BCAPs will play a critical role in AWS’s future growth. We are looking for world‑class candidates to strategize, manage and scale ProServe within our Business Consulting and Advisory (BCAP) partners. Do you have the business savvy and consulting experience necessary to position Client business outcomes enabled by Amazon and the AWS platform? You will work directly with BCAP partners to drive exponential growth by linking Business Consulting with Technology Implementation on the AWS platform.

Key job responsibilities

• Build and shape the BCAP + ProServe Professional Services strategy on the AWS platform, in alignment with the AWS Partner Organization, BCAP, and Strategic Collaboration Agreements.
• Work with your BCAP AWS Alliance team and Partner to define, execute and report on joint sales attainment and go to market programs that drive incremental Annual Recurring Revenue (ARR) and ProServe. ASP and ProServe operate together.
• Serve as a key member of the specific BCAP Alliance team, help define and deliver the joint strategy and supporting collateral.
• Develop a deep understanding of the BCAP partner capabilities, culture, and ways of working that enable origination of incremental strategic pursuits and associated ARR and ProServe. Earn trust and develop a relationship set.
• Drive origination, initiated primarily by the BCAP. This role is the onramp for AWS Account Teams to work effectively with the BCAP.
• Shape initial Client value hypothesis and journey with BCAP peer.
• Prepare and create value equation for both account teams with BCAP peer.
• Facilitate initial account team session(s) with BCAP peer.
• Facilitate workshop(s) that build depth of proposition with BCAP peer.
• Describe, position and initiate available funding aligned to Client journey.
• Ensure joint scope and Proposal formulation.
• Commercial support of initial booking.
• Support the building and scaling of the ProServe BCAP Practice including repeatable contractual and process mechanisms.
• Align key territory ProServe leaders required to execute BCAP Alliance team strategy.
• Position AWS for internal use by the BCAP partner organization.
• Ensure that AWS is the BCAP partner’s preferred cloud computing platform across all key pursuits and alliance initiatives.
• Understand, use, and advocate for the use of salesforce.com and other internal Amazon systems.
• Prepare and give business reviews to the senior executive management team.
• Participate in complex contract negotiations and serve as a liaison to operational and legal teams.

A day in the life

As a ProServe BCAP Partner Leader you will establish and grow business and technical relationships and manage the day-to-day interactions associated with your strategic BCAP pursuits. You will be responsible for driving top line ProServe revenue growth, a tighter BCAP plus ProServe relationship, major strategic agreements, and overall end customer outcomes. The ideal candidate will possess a business background that enables them to engage at the BCAP Sr. Partner and CXO level. This includes the channel experience to understand the needs and capabilities of their partner, and the sales background to easily interact with Clients and sales/field reps. You should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

About The Team

About AWS

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.

Diverse Experiences

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

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.

Basic Qualifications

• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• 7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level

Preferred Qualifications

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations
• Experience working with the AWS ProServe organization, either from an external or internal perspective.
• Vertical industry sales and delivery experience with cloud services and consulting.
• Experience with CRM systems and maintaining a clear and dependable view of pursuits, progress, and pipeline conversion.

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

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgement, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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 and restricted stock units (RSUs). 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, CA, San Diego - 176,100.00 - 238,200.00 USD annually

USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually

USA, CO, DENVER - 176,100.00 - 238,200.00 USD annually

USA, FL, Tampa - 176,100.00 - 238,200.00 USD annually

USA, IL, Chicago - 176,100.00 - 238,200.00 USD annually

USA, MA, Boston - 176,100.00 - 238,200.00 USD annually

USA, NY, New York - 193,700.00 - 262,000.00 USD annually

USA, TX, Dallas - 176,100.00 - 238,200.00 USD annually

USA, VA, Arlington - 176,100.00 - 238,200.00 USD annually

USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10488367