Sr Manager, Partner Success Specialists, AWS Specialist and Partner Organization
Job ID: | Amazon Web Services, Inc.
AWS is seeking an experienced and strategic Sr Manager to lead our Partner Success Specialists (PSS) team, a critical function within the AWS Specialists & Partners (ASP) organization. This role will manage a global team of Partner Success Specialists who leverage our partner network to drive measurable business value for customers. As a post‑sales leader, you will be responsible for ensuring partners successfully deliver customer outcomes, accelerate adoption of AWS services, and build referenceable success stories that demonstrate the power of Partner‑Led Customer Success (PLCS).
This is a unique opportunity to scale a new capability at AWS, creating and learning in an emerging space while driving a mindset shift across broader organizations. You will lead a distributed team across multiple geographies, driving discipline in pipeline management, executive engagement, and value realization while making critical judgment calls on complex partner and customer situations. The ideal candidate brings deep partner ecosystem experience, sales management expertise, and the ability to operate at the executive level with both partners and customers. This leader must be comfortable leading a team that increasingly leverages AI to scale impact over time.
Key Responsibilities
Team Leadership & Development:
Lead, coach, and develop a high‑performing global team of Partner Success Specialists, fostering a culture of customer obsession, partner collaboration, and continuous learning.
Conduct regular one‑on‑ones, performance reviews, and career development conversations to help team members grow their skills and advance their careers.
Recruit, hire, and onboard top talent to scale the team as business needs evolve.
Drive team engagement and retention through mentorship, recognition, and creating opportunities for professional growth.
Enable the team to effectively leverage AI agents and automation to scale their impact and efficiency over time.
Sales Management & Pipeline Discipline:
Lead weekly pipeline calls to review partner and customer engagement opportunities, forecast outcomes, and identify risks and mitigation strategies.
Establish clear goals, quotas, and success metrics for the team, ensuring alignment with broader ASP and AWS objectives.
Implement and maintain rigorous pipeline hygiene practices, ensuring accurate forecasting and reporting on PLCS engagements.
Analyze performance data and metrics to identify trends, optimize resource allocation, and drive continuous improvement.
Partner & Customer Engagement:
Build and maintain executive relationships with strategic partners, engaging at the C‑suite level to build trust and drive long‑term collaboration.
Make judgment calls on complex partner or customer situations, providing guidance to PSS team members when conflicts or open questions arise.
Collaborate with partners to co‑create customer success strategies that deliver measurable business value and drive incremental AWS consumption.
Build and maintain trusted relationships with partner leadership teams, understanding their business models and aligning on mutual success criteria.
Value Realization & Customer Outcomes:
Drive the primary success metric: number of partner‑led customer engagements that deliver measurable business value to customers.
Provide feedback from partners and customer engagements to enable continuous improvement of PLCS assets and methodologies.
Champion the creation of case studies and referenceable customers that showcase PLCS success stories.
Track and report on incremental consumption and usage driven through PLCS engagements.
Cross‑Functional Collaboration:
Partner with AWS