Sr. Partner Sales Manager, FSI

Amazon Web Services (AWS); Santa Clara (CA); On-site; USD 157,000 - 213,000; Full time

Job summary

Amazon Web Services, Inc. in Santa Clara, CA is seeking a quota-carrying sales professional to drive partner-led revenue within Financial Services. You will coordinate with GSI/SIs and ISVs to close partner-delivered opportunities, manage the pipeline, and accelerate migrations at scale across AWS Marketplace.

The role requires strong stakeholder management, enterprise-level deal structuring, and a proven track record of exceeding revenue targets in a multi-partner environment.

Qualifications

• 7+ years of technology-related sales or equivalent experience.
• Experience in direct field selling software or cloud solutions.
• Experience with partner sales and alliance development in the software/technology industry.

Responsibilities

• Achieve Revenue Targets: Own direct quota accountability across an industry-aligned territory, co-selling with partners; qualify, develop, and close opportunities; maintain pipeline accuracy.
• Execute Co-Sell Motions: Co-sell with partners to accelerate pipeline; engage early in joint accounts to shape deals and credibility.
• Drive Migration-Attached Revenue: Lead cross-functional deal progression for migration opportunities with partner delivery and procurement stakeholders.

Skills

Quota-carrying sales

Partner sales

C-suite engagement

Pipeline management

AWS marketplace

Tools

CRM systems

Job description

Description

A quota-carrying sales professional responsible for co-sell execution from partner selection through close, driving partner-delivered revenue across assigned territories within Financial Services. The role requires matching partner capabilities to active customer needs, positioning joint value to field and customer stakeholders, and maintaining pipeline discipline across one or more sales territories.
Operating across AWS Marketplace, cloud migrations, and Generative AI, the PSM engages customer, partner, and AWS field stakeholders to build pipeline, increase partner-led deal flow, and deliver revenue against quota.
The ideal candidate operates with minimal direction, prioritizes decisively, escalates with context when deals exceed scope, and builds credibility through consistent execution.

Key job responsibilities

SALES - Revenue Achievement, Co-Sell Execution & Partner Solution Positioning

• Achieve Revenue Targets: Own direct quota accountability across an industry-aligned territory, co-selling with GSI/SIs and ISVs. Prospect, qualify, develop, and close partner-delivered opportunities through joint pursuit plans that align partner capabilities to specific customer outcomes. Maintain pipeline accuracy across AWS and partner CRM systems, advance deals from qualification to close, and deploy co-sell funding mechanisms to compress sales cycles.
• Execute Co-Sell Motions: Co-sell with GSI, SI, and ISV partners to accelerate pipeline and close revenue. Engage partners early in joint accounts to shape deals and establish credibility. Position joint solutions alongside field sellers by connecting partner capabilities to specific customer outcomes. Structure deals to simplify procurement and compress sales cycles.
• Drive Migration-Attached Revenue: Lead cross-functional deal progression for migration opportunities — coordinating GSI/SI delivery partners, positioning solution options (mainframe modernization, DC exit, VMware displacement, app rationalization), and building multi-stakeholder consensus across procurement, IT leadership, and business owners. Accelerate client migration of legacy environments to AWS at scale.

ALLIANCES - Strategic Partner Development & Industry Ecosystem Building

• Develop Strategic Partner Relationships: Build and deepen partner relationships that unlock new line-of-business personas and buying centers within customer accounts. Drive pipeline creation through joint account planning, QBRs, and targeted scale campaigns with the One Partner Team - mapping partner capabilities to high-priority workloads and active customer initiatives to generate qualified co-sell opportunities.
• Shape Partner Co-Sell Deals Through AWS Marketplace: Identify, structure, and advance partner-sourced opportunities that solve customer challenges in areas such as regulatory compliance, data modernization, security, and digital transformation - aligning the right ISV solution to the right business outcome.
• Accelerate Marketplace Adoption: Articulate the financial and operational benefits of consolidated ISV purchasing to procurement, vendor management, and business stakeholders. Position Marketplace as the single platform where clients evaluate and purchase partner solutions - simplifying procurement and reducing cost.

OPERATIONS - Execution Rigor & Cross-Functional Orchestration

• Own Territory Strategy: Mobilize cross-functional resources across field sales, solution architects, AWS Professional Services, business development, and partner delivery organizations to drive sales velocity. Develop and execute territory plans that map specific partner capabilities to customer transformation priorities - Marketplace adoption, migration programs, and Generative AI readiness - with defined owners, timelines, and success metrics.
• Maintain Operational Discipline: Ensure CRM accuracy, forecast precision, and program utilization tracking. Use AI tools to produce pipeline briefs and risk assessments for leadership. Execute through the OneTeam model, holding cross-functional stakeholders accountable to shared commitments.
• Deliver Against Goals and Mitigate Risk Proactively: Identify blockers early, elevate with context and proposed resolution paths, route field feedback to close execution gaps, and engage the right stakeholders to unblock stalled deals - accelerating close and protecting partner and customer trust.

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.

Basic Qualifications

• 7+ years of technology related sales, business development or equivalent experience
• Experience in direct field selling software or cloud solutions
• Experience with partner sales and/or alliance development in the software/technology industry

Preferred Qualifications

• Track record of consistently exceeding revenue targets in a quota-carrying role across multiple performance periods.
• Proven ability to engage C-suite and procurement stakeholders, connecting partner solutions to measurable business outcomes.
• Experience structuring and closing partner-attached deals through AWS Marketplace (private offers, channel partner private offers, and consulting partner private offers) with ability to articulate procurement consolidation, spend visibility, and contract simplification to customer buying teams
• Experience building cloud migration business cases - articulating cost-of-delay, TCO, and partner delivery differentiation to move customers off legacy infrastructure.
• Ability to identify Generative AI use cases and map partner capabilities with enough precision to secure discovery meetings and advance to proof-of-concept.
• Strong written and verbal communication skills with demonstrated ability to produce high-quality business documents; comfort using AI tools to accelerate writing, analysis, and forecasting

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 judgment, 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.

USA, CA, San Diego - 142,800.00 - 193,200.00 USD annually
USA, CA, Santa Clara - 157,100.00 - 212,500.00 USD annually
USA, GA, Atlanta - 142,800.00 - 193,200.00 USD annually
USA, MA, Boston - 142,800.00 - 193,200.00 USD annually
USA, NY, New York - 157,100.00 - 212,500.00 USD annually
USA, WA, Seattle - 142,800.00 - 193,200.00 USD annually

Company

Amazon Web Services, Inc.

Job ID: A10587923