Partner Management Jobs in Virginia (NOW HIRING)

Application deadline: Aug 18, 2026
Would you like to be part of a team that is redefining the Cloud industry by driving measurable AWS revenue growth through strategic partner-led customer acquisition. Amazon Web Services Professional Services (ProServe) has identified a $137M incremental ARR opportunity in thousands of existing AWS customers with high-growth attributes who have never had a ProServe engagement. We are looking for a world-class PPO ProServe Account Executive to own and drive our partner ecosystem in generating and converting this pipeline at scale.
As a PPO ProServe Account Executive within the ProServe Partner Organization (PPO), you will own and drive the strategic relationships and operational cadence with select Partners in our partner network such as Accenture, EPAM, Deloitte, Slalom, Thoughtworks, Kyndryl, and Effectual

The Program leverages Partner reach and scale to generate ProServe pipeline from a curated cohort of ~6,800 high-growth-potential AWS customers. You will drive partner accountability for account coverage, pipeline creation, opportunity progression, and conversion. This is a strategic partner management, pipeline generation, and deal acceleration role, not a cloud delivery role.
This role reports directly to the Sr

ProServe Partner Leader, and operates within the ProServe Partner Organization (PPO). This Program uses a programmatic, wave-based coverage model leveraging AI-powered Sales Agents, GenAI-powered account intelligence, and ProServe Investment to systematically convert high-DSI-potential customers into ProServe engagements. You will be the connective tissue between these partners and AWS driving strategic alignment, ensuring account assignments are actioned, pipeline is building, feedback loops are tight, velocity targets are met, and escalations are resolved with minimal oversight.
Key job responsibilities
Own and drive the strategic and operational relationships with select partner organizations (I.e

Accenture, EPAM, Deloitte, Slalom, Thoughtworks, Effectual) responsible for generating pipeline across ~6,800 accounts.
Drive partner accountability for account coverage commitments, pipeline creation targets, opportunity progression, and conversion to ProServe engagements.
Co-sell directly alongside partners on partner-originated opportunities. Once a partner identifies and qualifies a customer need, join discovery calls, shape the ProServe solution proposal, and present the AWS value proposition to customer decision-makers.
Own the ProServe deal through closure on partner-sourced opportunities (prime or sub): once partners originate and qualify pipeline, take ownership of opportunity progression from qualified stage through SOW execution, MSA creation (if necessary) navigate internal AWS approvals (legal, investment committees), and drive deals to booking.
Lead customer-facing conversations on ProServe commercial constructs once partners have opened the door. Articulate Fixed Price packaging, investment models, and engagement value to C-suite and VP-level buyers alongside the partner account teams who originated the opportunity.
Orchestrate cross-functional deal support on partner-originated deals by engaging ProServe Solution Architects, Delivery Leads, and Pricing teams to accelerate deal velocity and remove technical or commercial blockers before they stall progression.
Coordinate with existing AWS Account Teams (ProServe PAEs, Account Managers, and Technical Account Managers) on partner-originated opportunities where target accounts roll up to parent accounts already covered by established AWS teams

Ensure alignment on customer engagement strategy, avoid conflicts with in-flight motions, and leverage existing account relationships to accelerate deal progression.
Own the wave-based account assignment strategy: design and optimize account distribution to partners, manage the 30-day review cycle, analyze coverage gaps, process returned accounts, and reassign for maximum coverage and conversion.
Design, lead, and continuously iterate on partner cadences (weekly pipeline reviews, monthly business reviews) to track progress, remove blockers, and accelerate deal velocity.
Leverage AI-powered Sales Agent outputs and GenAI-powered account intelligence to equip partners with account-specific sales plays, customer research, and propensity-to-buy signals that accelerate their prospecting.
Own end-to-end pipeline reporting and analytics across the partner ecosystem: accounts contacted, opportunities created, pipeline TCV, conversion rates, and velocity against the 200 new-logo target.
Own and govern ProServe Investment allocation for partner-led opportunities, ensuring compliance with the adjusted 1x ARR-to-Investment guardrail and tracking payback period.
Proactively identify high-performing partner motions, systematize best practices, and drive adoption across the partner ecosystem. Surface patterns in partner feedback to inform program iteration.
A day in the life
As a PPO ProServe Account Executive, you will be the operational hub connecting AWS and our partner ecosystem. Your days will include running pipeline review cadences with partner leads, analyzing account coverage and conversion data, distributing AI-generated account intelligence to partners, coordinating account assignments and reassignments, tracking partner progress against velocity targets, and removing blockers that slow deal progression

You will lead across a select set of partners simultaneously, each with different working styles, geographic strengths, and specializations.
The ideal candidate will possess strong strategic partner management skills, exceptional operational rigor, executive-level communication, and the ability to influence without authority across multiple external organizations. You should have a demonstrated track record of independently owning complex partner programs, driving pipeline outcomes, and holding senior partner stakeholders accountable in a co-sell environment. You will be comfortable working in a programmatic, data-driven environment where GenAI tools accelerate account research, and where success is measured by pipeline creation velocity, partner coverage rates, and ultimately, new ProServe customer acquisition that drives downstream AWS spend growth.
About the team
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