The posting
Amazon Web Services (AWS) provides companies of all sizes with an infrastructure web services platform in the cloud. With AWS you can requisition compute power, storage, and many other services – gaining access to a suite of elastic IT infrastructure services as your business demands them. AWS is the leading platform for designing and developing applications for the cloud and is growing at a staggering pace in terms of revenue, customers, people, and complexity. Reporting to the ASEAN Partner Leader, the Country Partner Leader owns the entire partner business and strategy for the Philippines and Vietnam. The Country Partner Leader is accountability for the entire partner landscape in the countries they cover, building a partner landscape plan that supports the AWS AGS Leaders strategic priorities and strategies to build the capabilities and capacity we need in our country partner landscape to support the growth priorities for AWS AGS country plans. This is a uniquely integrated role that brings together partner development and partner sales under a single leader responsible for driving revenue growth for AWS by driving new workloads on AWS with partners across identification to launch to delivery by building partner capability and accelerating co-sell across all partner types. They own our partner attach new launch workload goals, marketplace contract signing, AI and large migrations wins won through and with partners. The role directly manages a team of Partner Sales Managers (PSMs), anchored on our largest customer opportunities, and Partner Development Managers (PDMs) managing our ISV and SI partners anchored on our most important partnerships. The leader also serves as the virtual leader of a broader in-country team including Partner Solution Architects (PSA), Distributor PDMs, Partner Development Representatives (PDR), and Specialists. The successful candidate must be a proven leader who combines deep partner network expertise with strong sales execution. They will draw upon experience in account management, practice development, go-to-market solution positioning, relationship building, and working in both a direct and matrix operating structure. The individual must have deep experience managing a broad set of partners that are local and global from cloud-native start-ups and large system integrators to ISVs, consulting and advisory firms, value added resellers, distributors, and specialist solution providers.
Key job responsibilities Strategy & Workload Growth • Drive new workloads on AWS with partners, accelerate customer adoption of strategic and foundational workloads through APN consulting and technology partners via AWS Originated (AO), Partner Originated (PO), and Marketplace motions. • Define and execute the unified country partner strategy spanning SI, ISV, MSP, VAR, and Distributor across the full partner lifecycle: recruitment, onboarding, enablement, solution build, go-to-market, and co-sell. • Lead with industry solutions and GenAI, ensure partners build and deliver industry-specific, AI-enabled solutions that drive measurable business outcomes for customers. Champion the adoption of AWS AI services across the partner ecosystem. • Scale AWS Marketplace adoption, drive ISV and consulting partner transaction volume through Marketplace, including Consulting Partner Private Offers (CPPO), PPA demand plans, and customer Marketplace commitments. Position Marketplace as the primary route to market for partner solutions.
Team Leadership • Lead and develop the direct team of PSMs and PDMs (ISV & SI), setting priorities, coaching for performance, and ensuring alignment between partner sales and partner development activities. • Serve as virtual leader of the broader in-country partner team, PSA, Distributor PDM, PDR, and Specialists ensuring all partner-facing resources are aligned to country priorities and operating as one cohesive team.
Co-Sell & Pipeline Execution • Drive co-sell execution: shape deals early in the sales cycle, accelerate pipeline progression, align the right partners to strategic and foundational workloads, and unlock new Line of Business personas in customer accounts. • Architect customer-partner strategy, act as a trusted advisor aligning ISVs and G/SIs to high-priority customer workloads and industry use cases, shaping customers’ long-term partner ecosystems. • Orchestrate cross-functional resources (PSA, COE, CSM, MAP BD) to drive sales velocity, remove blockers, and maximize revenue realization across the partner portfolio.
Relationship Management & Governance • Manage strategic partner C-level relationships across a wide range of key partners, establishing the country partner team as the single point of contact for partnership management and growth. • Own forecast accuracy and operational cadence, lead MBR/QBR rhythm with partners and AWS country sales leadership, providing deep-dive insights into partner pipeline health and business performance. • Collaborate with AWS country leadership and represent AWS at industry and partner events to deliver thought leadership and strengthen the AWS partner brand in-market.
- 10+ years of building and leading large teams and working in matrixed operating structures experience - 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience - Bachelor's degree or equivalent - Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
- 5+ years of managing and developing high performance teams experience
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