At a Glance
- Tasks: Drive strategic growth and activation with System Integrators across the UK & Ireland.
- Company: Join a leading tech giant focused on innovation and collaboration.
- Benefits: Competitive salary, diverse work culture, and opportunities for professional growth.
- Other info: Dynamic role with hands-on execution and significant impact on partner success.
- Why this job: Be at the forefront of IT transformation and partner with top industry players.
- Qualifications: Experience in business development and strategic planning required.
The predicted salary is between 59400 - 72600 £ per year.
We are looking for an experienced Partner Development Manager (PDM) to own the strategic growth and field activation of a portfolio of System Integrators across the UK & Ireland. This is not a pipeline administration role; you will be in the field with partners, driving joint go-to-market execution, co-developing solutions, and accelerating revenue through active co-sell motions.
As a PDM in the UKI Strategic Consulting Partners team, you will develop, enable, and deliver growth of a select number of system integrators. You will own the joint go-to-market strategies, be responsible for the partner's programme status, provide direct sales support to joint opportunities, identify cross-selling and upselling opportunities, and drive overall partner expansion aligned with AWS strategic priorities.
You will leverage comprehensive experience and deep expertise in enterprise IT transformation, strategy development, ERP, data centre exit strategies, and enterprise IT to drive AWS adoption through System Integrator partnerships.
Key job responsibilities
- Own end-to-end partner relationships across a managed portfolio of SIs, serving as the primary strategic advisor and activation lead.
- Develop and execute Partner Business Plans that translate partner capabilities and market opportunities into measurable pipeline and revenue outcomes.
- Design and deliver Joint Go-To-Market (JGTM) strategies — including vertical solution positioning, demand generation campaigns, field alignment, and activation programmes — with the judgement to prioritise investments that drive the highest customer and business impact.
- Build multi-quarter capability roadmaps for partners across priority workloads (Migration, Modernisation, GenAI, Industry Solutions) and drive execution against milestones.
Field Activation & Co-Sell Execution
- Spend the majority of time in the field with partner sellers and AWS account teams — running GTM bootcamps, joint customer sessions, gather events, and co-sell deal support.
- Drive proactive pipeline generation as a top priority — originating, qualifying, and advancing both Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion.
- Coach partner sales teams on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale.
- Own and drive complex IT transformations with partners, bringing AWS best practices and leading deal execution with System Integrators.
- Work in partnership with System Integrator leadership to accelerate existing opportunities and identify new business development growth avenues for AWS services, effectively managing the deals pipeline and driving specific opportunities to close.
Solution Development & GTM Enablement
- Enable partners to build and position industry-specific and workload-specific solutions addressing key customer needs (e.g., VMware displacement, GenAI adoption, cloud migration at scale).
- Create outcome-based vertical solution packages that GSI sellers can take directly to customers — moving beyond generic horizontal enablement to field-ready assets.
- Support partners in achieving relevant AWS competencies, certifications, and programme 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.
Executive Engagement & Relationship Management
- Build and maintain senior-level relationships with partner C-suite and practice leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning.
- Develop a multi-tier relationship model across the GSI: executive sponsors, alliance managers, practice leads, technical architects, and field delivery principals.
- Advocate for customers, conveying partner-related feedback to relevant AWS teams to enhance partner-related processes and services, ensuring alignment with the unique needs of System Integrator partnerships.
- Conduct regular pipeline and business reviews using data-driven frameworks, proactively raising findings and recommendations to leadership.
About the team: We operate with a clear philosophy: PDMs are in the field activating partners — not behind a desk managing pipeline. Our team drives growth by ensuring partners are equipped, motivated, and actively co-selling with AWS account teams in front of customers.
We own the Engagement, Enablement, and Activation framework — a sequential mechanism that builds executive relationships, equips partner sellers with the knowledge and tools to position AWS, and then converts that capability into joint pipeline and revenue. If you thrive on strategic planning followed by hands-on execution in the field, this is the role for you.
Basic qualifications
- Experience in developing, negotiating and executing business agreements.
- Experience in a professional field or military.
- Experience developing strategies that influence leadership decisions at the organizational level.
- Experience managing programs across cross functional teams, building processes and coordinating release schedules.
- Knowledge of publisher ad tech stacks and/or advertising technology.
Preferred qualification
- Experience interpreting data and making business recommendations.
- Experience identifying, negotiating, and executing complex legal agreements.
Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon.
Our inclusive culture empowers Amazonians to deliver the best results for our customers.
Senior Partner Manager, System Integrators in London employer: AmazonWebServices
At Amazon Web Services (AWS), we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters innovation and collaboration. As a Senior Delivery Consultant (DevOps) in the UK, you'll have the opportunity to work closely with diverse clients, driving their cloud success while benefiting from extensive mentorship and professional growth opportunities. Our commitment to inclusion and employee empowerment ensures that every team member can thrive and contribute meaningfully to our mission of delivering cutting-edge cloud solutions.
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