Partner Experience Leader, Scale Sales

Partner Experience Leader, Scale Sales at Amazon Web Services (AWS)

Amazon Web Services (AWS) is the pioneer and recognized leader in cloud computing. AWS customers transform and reinvent their businesses through the cloud, and the AWS Partner Network (APN) is helping to dramatically accelerate that innovation, with more than 140k partners in more than 150 countries. More than 90% of Fortune 100 companies and the majority of Fortune 500 companies utilize AWS Partner solutions and services.

Would you like to help Small and Medium Business (SMB) companies accelerate and maximize their success using the cloud through our partner ecosystem? The APN Customer and Partner Engagements team is seeking an experienced candidate to lead the global partner experience strategy and adoption for the Small Business Acceleration Initiative (SBAI). As the Partner Experience Leader, Scale Sales, you will serve as the single-threaded owner for the end-to-end partner experience across all SBAI systems, tools, and touchpoints, helping bridge the gap between program vision and technical execution while driving partner adoption in the field.

This ideal candidate is highly curious, passionate, and data-driven, one who can dive deep to optimize performance and solve problems for partners and stakeholders. You have relentlessly high standards and obsess over the partner experience. You are equally comfortable working directly with partners in the field to drive adoption and enablement as you are influencing internal engineering and product teams. This role has a global responsibility, and you will influence and collaborate with a wide variety of AWS leaders including SBAI program leaders, executives across AWS Global Sales (AGS) and AWS Specialists and Partners (ASP), as well as teams across marketing, engineering (AWS Field Experience, AWS Marketplace and Partner Systems), and operations. You are passionate about maximizing the impact and scale of partner-led selling mechanisms, leveraging automation, and reinventing the partner experience to enable SMB customer acquisition and revenue growth at scale.

Key Job Responsibilities

• Work closely with SBAI program team to understand program roadmap, priorities, and strategic objectives, translating these into partner experience requirements and technical execution plans.
• Own partner adoption of SBAI tools and systems, working directly with partners in the field to drive enablement, gather feedback, ensure successful implementation of partner-facing capabilities, and serve as the voice of the partner to incorporate their needs into system design and feature prioritization.
• Maintain deep understanding of engineering roadmaps across AWS Field Experience and AWS Marketplace and Partner Systems teams, driving prioritization of SBAI initiatives by building business cases, demonstrating partner impact, and aligning technical investments with program goals.
• Develop and execute a comprehensive 3+ year strategy that improves partner experience and enables scaling of SMB Small customer acquisition through partners, including mechanisms, programs, and best practices.
• Work directly with partner organizations to understand adoption challenges, identify friction points, and co-develop solutions that improve their ability to serve SMB customers, including partner capacity and capability models specific to SMB Small.
• Build internal and external relationships to drive results and influence cross-organizational stakeholders without direct authority, leading partner enablement initiatives and establishing communication plans for internal and external audiences regarding SBAI partner experience improvements.

Basic Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience managing programs across cross functional teams, building processes and coordinating release schedules.
• Experience explaining complex technical concepts to various business and technical audiences.
• Experience presenting to both technical and non-technical executive audiences.

Preferred Qualifications

• Experience interpreting data and making business recommendations.
• Experience identifying, negotiating, and executing complex legal agreements.

Key Skills/Competency

• Partner Experience Management
• Go-to-Market Strategy
• Program Management
• SMB Customer Acquisition
• Cloud Computing
• Cross-functional Leadership
• Stakeholder Management
• Technical Execution
• Data-driven Decision Making
• Partner Ecosystem Development