Senior Partner Development Manager, National SI Partners

AWS Canada Partner teams is hiring a Partner Development Manager (PDM) to drive strategic National SI partnerships with emerging and high impact consulting partners across Canada. As the critical link between AWS and our most strategic National SI 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 National SI partnerships, 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 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 Canada 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
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including conferences, inspire us to never stop embracing our uniqueness.

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 in the cloud.

Basic Qualifications

- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience working with systems integrators and consulting companies to achieve sales
- 2+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience presenting to both technical and non-technical executive audiences
- Experience developing, leading, negotiating and executing corporate and/or business transactions

Preferred Qualifications

- Experience delivering complex, data-driven recommendations to senior leaders
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. As a total compensation company, Amazon's package may include other elements such as sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), Registered Retirement Savings Plan (RRSP), Deferred Profit Sharing Plan (DPSP), paid time off, and other resources to improve health and well-being. We thank all applicants for their interest, however only those interviewed will be advised as to hiring status.

CAN, ON, Toronto - 111,300.00 - 185,800.00 CAD annually