Partner Development Manager (AWS)

Quick Facts

• Focus: Enterprise market partner strategy and execution
• Scope: Own AWS-sourced and AWS-influenced pipeline; partner onboarding, co-selling, and QBRs
• Emphasis: Responsible GenAI adoption and partner advocacy

Description

You will own the success of AWS-related partner relationships and drive growth through strategic alliances in the enterprise market. The role includes partner strategy, onboarding and enablement, joint pipeline generation/co-selling motions, and quarterly business reviews to track sourced and influenced ARR. You will also act as the partner advocate within the company and evangelize responsible GenAI solutions at partner and industry events.

Responsibilities

• Own AWS-sourced and AWS-influenced partner pipeline by activating AWS field sales and technical teams
• Define and execute the partner go-to-market plan for the Enterprise Market
• Recruit and manage partners across system integrators, distributors, resellers, ISVs, and cloud providers
• Lead partner onboarding, certification, and training programs
• Create co-sell motions, solution plays, and joint go-to-market strategies aligned to enterprise procurement cycles
• Run joint business planning sessions and quarterly business reviews (QBRs) tracking sourced/influenced ARR
• Relay partner feedback to Product, Engineering, and Legal; support responsible AI policy navigation with Public Policy
• Evangelize vision and solutions at partner and industry events; build thought leadership

Requirements

• 8+ years experience in partner development, channel sales, or alliance management in the tech industry (preferably AI or cloud)
• Track record of contributing to enterprise ARR
• Deep understanding of the enterprise market and key industry verticals
• Strong relationship-building and negotiation skills
• Ability to navigate regulatory and compliance landscapes, including AI ethics and government policies
• Working understanding of AI (LLMs, retrieval-augmented generation, agentic workflows)
• Experience with major system integrators and hyperscalers, including joint GTM and co-sell motions
• Excellent communication and presentation skills
• Results-driven growth mindset and ability to build and scale partner programs

Benefits

• Weekly lunch stipend
• Full health and dental benefits, including a separate mental health budget
• RRSP matching, 401K, pension scheme
• 100% parental leave top-up for up to 6 months (either parent)
• Annual enrichment benefits (arts & culture, fitness/wellness, quality time, workspace improvement credit)
• Education and learning stipend for conferences, courses, and coaching
• 6 weeks paid vacation (30 working days)
• Travel budget to other offices if remote and annual company offsite