Amazon Web Services (AWS) is looking for an experienced Partner Development Manager (PDM) to own and grow strategic relationships with Global System Integrators (GSIs) in Australia and New Zealand. This role sits at the intersection of business development, partner strategy, and customer outcomes.
As the primary relationship owner for your assigned GSI partners, you will develop and execute joint go-to-market strategies that accelerate customer cloud adoption and expand AWS revenue through partner-led motions. You will build executive relationships and orchestrate co-sell across AWS field teams and partners.
This is not a passive relationship management role. You will own pipeline targets, design joint GTM plays, and actively drive customer outcomes through partners across migration, modernisation, data, AI/ML, and industry-specific workloads.
You will also own capability uplift of your partners — driving certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements. You will hold mutual accountability for both commercial results and partner program health.
The ideal candidate combines strategic thinking with commercial execution. You understand how GSI business models work, can navigate complex multi-stakeholder deals, and know how to build a repeatable partner-led revenue engine in a high-growth market.
Key job responsibilities
- Own and drive pipeline create and launch targets across your GSI portfolio, conducting regular pipeline reviews and providing data-driven recommendations to accelerate deal progression.
- Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with ANZ market opportunities, quantifying goals for revenue, pipeline, certifications, and customer outcomes.
- Design and deliver Joint Go-To-Market strategies with partners, including co-sell motions, demand generation campaigns, vertical plays, and account-based engagement with AWS field teams.
- Build and maintain relationships with partner organisations, orchestrating executive connection, strategic business reviews, and funding and investment decisions.
- Drive partner capability uplift including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements.
- Enable partners to build repeatable solutions and IP across priority workloads (migration, modernisation, GenAI, data & analytics, security) that address ANZ customer needs.
- Collaborate across AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes.
- Manage partner funding requests and investments, ensuring ROI alignment with business objectives; contribute insights and best practices to the broader APJ PDM community.
A day in the life
- Align with AWS field sellers on top partner-attached opportunities, matching the right GSI capability to customer needs and removing deal blockers.
- Review partner pipeline health dashboards and provide actionable recommendations to partner delivery and sales leaders.
- Enable cross-functional teams on partner strategy, funding mechanisms, and joint selling motions.
- Engage GSI partners on business planning, capability development, and GTM execution.
- Prepare data-driven business reviews for internal leadership and external partner executives.
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of developing, negotiating and executing business agreements experience
- Experience in building profitable partner ecosystems
- Experience interpreting data and making business recommendations
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience working with Global System Integrators, consulting firms, or technology services organisations.
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
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.
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