Partner Development Aws Jobs in California (NOW HIRING)

The Partner Sales Manager (PSM) is a quota-carrying sales professional responsible for driving partner-delivered revenue across an industry aligned territory. This role demands pipeline generation, disciplined deal execution, and the ability to cultivate strategic relationships that convert into closed revenue. Success requires building trusted advisor status with both partners and customers through consistent engagement, co-sell motions, and a persistent focus on customer outcomes.

Operating at the intersection of AWS Marketplace, cloud migrations, and Generative AI, the PSM identifies and advances high-value opportunities by engaging directly with customer stakeholders and sales teams - accelerating pipeline velocity, increasing partner led deal flow, and delivering measurable revenue impact quarter over quarter.
The ideal candidate is a self-starter who consistently achieves assigned goals and proactively builds their expertise. You view every challenge as a development opportunity-leveraging internal AI tools to accelerate learning, engaging appropriate team members to drive successful outcomes, and developing the skills that prepare you for increasingly senior roles.

Key job responsibilities
SALES - Revenue Achievement, Partner Solution Positioning & Co-Sell Execution
- Achieve revenue targets by driving partner-originated and partner-assisted opportunities across an industry-aligned territory with quota accountability-consistently meeting assigned goals, progressing deal stages, managing pipeline hygiene, and utilizing partner funding programs to accelerate pipeline velocity
- Execute co-sell motions with Global System Integrators/ System Integrators (GSI/SI) and Independent Software Vendors (ISV) partners, engaging early in the sales cycle to build trust; articulate partner technical capabilities and competitive differentiators to field sales teams and customers, and position how partner solutions address customer needs through AWS Marketplace transactions.
- Support migration business value by partnering with GSI/SI firms to position cloud migration solutions-including mainframe modernization, data center exits, and application rationalization-while engaging customer stakeholders including procurement and business leaders to drive deal progression.
ALLIANCES - Strategic Partner Development & Industry Ecosystem Building
- Cultivate strategic relationships that unlock new line-of-business personas in customer accounts; drive net-new pipeline creation through structured account planning, business reviews, and scale sales campaigns in collaboration with the One Partner Team-aligning specific partners to high-priority workloads and use cases
- Shape deals with partners leveraging Marketplace that address critical industry priorities-including regulatory compliance, data modernization, security, and digital transformation-while positioning partner solutions to solve customer needs and supporting PPA demand plans
- Drive customer adoption of the Marketplace flywheel by engaging procurement and business stakeholders; leverage Marketplace listings, case studies, and reference architectures to accelerate partner-led deal flow and sell the value of Marketplace to partners for in-flight opportunities
OPERATIONS - Execution Rigor & Cross-Functional Orchestration
- Own partner strategy and mobilize cross-functional resources across Sales, Solution Architects, AWS Professional Services, Business Development, and partner organizations to drive sales velocity; develop and execute territory plans that map partner capabilities to customer transformation priorities including Marketplace adoption, migration programs, and AI readiness
- Role model Amazon Leadership Principles and drive impactful outcomes through the OneTeam approach; demonstrate proficiency with AI tools to produce quality documents, leverage AI insights for forecasting and leadership alignment, and maintain operational excellence in CRM hygiene, program utilization tracking, and forecast accuracy
- Consistently achieve goals and proactively mitigate risks; triage and escalate blockers to maximize revenue realization, share field feedback to address execution gaps, and engage stakeholders to meet customer and partner needs
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.