Senior Partner Manager, System Integrators

We are looking for an experienced Partner Development Manager (PDM) to own the strategic growth and field activation of a portfolio of System Integrators across the UK & Ireland. This is not a pipeline administration role you will be in the field with partners, driving joint go-to-market execution, co-developing solutions, and accelerating revenue through active co-sell motions.

As a PDM in the UKI Strategic Consulting Partners team, you will develop, enable, and deliver growth of a select number of system integrators. You will own the joint go-to-market strategies, be responsible for the partner's programme status, provide direct sales support to joint opportunities, identify cross-selling and upselling opportunities, and drive overall partner expansion aligned with AWS strategic priorities.

You will leverage comprehensive experience and deep expertise in enterprise IT transformation, strategy development, ERP, data centre exit strategies, and enterprise IT to drive AWS adoption through System Integrator partnerships.

Key job responsibilities
- Own end-to-end partner relationships across a managed portfolio of SIs, serving as the primary strategic advisor and activation lead

- Develop and execute Partner Business Plans that translate partner capabilities and market opportunities into measurable pipeline and revenue outcomes

- Design and deliver Joint Go-To-Market (JGTM) strategies — including vertical solution positioning, demand generation campaigns, field alignment, and activation programmes — with the judgement to prioritise investments that drive the highest customer and business impact

- Build multi-quarter capability roadmaps for partners across priority workloads (Migration, Modernisation, GenAI, Industry Solutions) and drive execution against milestones


Field Activation & Co-Sell Execution

- Spend the majority of time in the field with partner sellers and AWS account teams — running GTM bootcamps, joint customer sessions, gather events, and co-sell deal support

- Drive proactive pipeline generation as a top priority — originating, qualifying, and advancing both Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion

- Coach partner sales teams on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale

- Own and drive complex IT transformations with partners, bringing AWS best practices and leading deal execution with System Integrators

- Work in partnership with System Integrator leadership to accelerate existing opportunities and identify new business development growth avenues for AWS services, effectively managing the deals pipeline and driving specific opportunities to close

Solution Development & GTM Enablement

- Enable partners to build and position industry-specific and workload-specific solutions addressing key customer needs (e.g., VMware displacement, GenAI adoption, cloud migration at scale)

- Create outcome-based vertical solution packages that GSI sellers can take directly to customers — moving beyond generic horizontal enablement to field-ready assets

- Support partners in achieving relevant AWS competencies, certifications, and programme 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


Executive Engagement & Relationship Management

- Build and maintain senior-level relationships with partner C-suite and practice leadership, orchestrating executive engagement, quarterly business reviews, and multi-year strategic planning

- Develop a multi-tier relationship model across the GSI: executive sponsors, alliance managers, practice leads, technical architects, and field delivery principals

- Advocate for customers, conveying partner-related feedback to relevant AWS teams to enhance partner-related processes and services, ensuring alignment with the unique needs of System Integrator partnerships

- Conduct regular pipeline and business reviews using data-driven frameworks, proactively raising findings and recommendations to leadership

About the team
We operate with a clear philosophy: PDMs are in the field activating partners — not behind a desk managing pipeline. Our team drives growth by ensuring partners are equipped, motivated, and actively co-selling with AWS account teams in front of customers.

We own the Engagement, Enablement, and Activation framework — a sequential mechanism that builds executive relationships, equips partner sellers with the knowledge and tools to position AWS, and then converts that capability into joint pipeline and revenue. If you thrive on strategic planning followed by hands-on execution in the field, this is the role for you.

BASIC QUALIFICATIONS

- Experience in developing, negotiating and executing business agreements
- Experience in a professional field or military
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Knowledge of publisher ad tech stacks and/or advertising technology

PREFERRED QUALIFICATIONS

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