Capability Development Manager Jobs in Ridgewood, NJ

The AMER US Consulting Partner teams seeks a Partner Development Manager (PDM) to drive strategic partnerships with emerging and high impact consulting partners across North America. As the critical link between AWS and our most strategic National Consulting Partners, you will accelerate partner-led cloud adoption for AWS customers through co-sell motion, joint go-to-market execution, and disciplined pipeline generation. This role demands deep expertise in managing complex partner relationships, building repeatable co-sell practices, and enabling partners to engage enterprise customers on cloud transformation, migration, modernization, and GenAI initiatives.
You will own end-to-end partner relationships across a portfolio of managed consulting partners, developing Partner Business Plans that align partner capabilities with market opportunities while driving measurable pipeline and revenue outcomes

The ideal candidate is a channel-savvy operator with a proven ability to think strategically about indirect sales models, exercise sound business judgment in ambiguous situations, and deliver results through influence without authority. Success requires building trusted advisor relationships at senior levels, designing scalable go-to-market strategies, developing partner co-sell capabilities, and contributing meaningfully to program direction and team-wide best practices.
This position offers the opportunity to shape the AMER consulting partner community, working with a portfolio of emerging and scaling System Integrators and Consulting Partners to accelerate customer adoption across migration, modernization, and GenAI full-stack initiatives. You'll collaborate across AWS sales, marketing, solutions architecture, and professional services teams - often setting the direction for how those cross-functional relationships operate - to deliver exceptional partner and customer outcomes in one of the world's most dynamic cloud markets.
Key job responsibilities
Strategic Partner Management
Own and manage a portfolio of managed consulting partners, serving as the primary point of contact and trusted advisor across all aspects of the partner relationship
Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities, translating strategy into measurable business outcomes with clear accountability
Build and maintain senior-level relationships with partner leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning
Independently assess portfolio health, identify emerging risks and opportunities, and make sound prioritization decisions with limited oversight
Identify and develop opportunities to expand partner depth across target verticals, segments, and workload areas within the AMER region
Pipeline Generation & Co-Sell Execution
Drive proactive pipeline generation as the top priority - originating, qualifying, and advancing Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
Maintain rigorous pipeline hygiene across all managed partners, ensuring timely opportunity updates, accurate stage progression, and clear next steps in AWSentral
Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities and drive joint outcomes
Coach partners on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale
Go-To-Market Development
Design and execute Joint Go-To-Market (JGTM) strategies with partners - including solution positioning, demand generation, and field alignment - with the judgment to prioritize investments that drive the highest customer and business impact
Enable partners to develop industry-specific and workload-specific solutions addressing customer needs in key verticals and segments
Serve as a strategic thought partner to senior partner stakeholders, helping shape their AWS practice direction, investment priorities, and growth trajectory
Partner Capability Development
Assess partner capabilities and develop multi-quarter roadmaps to build competencies in priority workloads and AWS service areas, including Migration, Modernization, GenAI, and industry solutions
Support partners in achieving relevant AWS competencies, certifications, and program milestones that unlock go-to-market resources and funding
Manage partner funding and MDF investments with a high bar for ROI, ensuring alignment with joint business objectives and AWS program requirements
Business Planning & Execution
Develop annual and quarterly business plans with quantifiable goals for pipeline generation, launched ARR, co-sell activity, and customer outcomes
Conduct regular pipeline and business reviews using consistent, data-driven frameworks - and proactively raise findings and recommendations to leadership
Collaborate with cross-functional teams (sales, marketing, solutions architecture, professional services) to coordinate partner success motions and resolve blockers at the appropriate level
About the team
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