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Description
As Senior Manager of Partner Success within the AWS Specialists & Partners (ASP) org, you will be responsible for defining and executing the strategy for how AWS partners deliver customer success. You will report directly to the Director of Customer Success to architect the partner success framework that enables AWS partners to effectively drive adoption of AWS services and ensure customer value realization. This role will focus on understanding the current partner community's capabilities in delivering post-sales customer success, identifying gaps, and building programs to enable partners to become extensions of AWS's customer success organization.
Key job responsibilities
Strategy and approach
Conduct comprehensive assessment of current partner capabilities, roles, and effectiveness in delivering customer success
Define the strategic vision for how partners should deliver customer success on behalf of AWS
Design partner success frameworks that outline required capabilities, roles, and responsibilities
Develop partner incentives and programs that align partner outcomes with customer success outcomes
Create scalable mechanisms to measure and validate partner effectiveness in delivering customer success
Build feedback loops to continuously improve partner-led customer success delivery
Program Development & Execution
Design partner enablement programs to build customer success capabilities within partner organizations
Develop partnership models and economic frameworks that support sustainable partner investment in customer success
Create standardized methodologies and playbooks for partner-led customer success delivery
Establish qualification criteria and certification programs for partners delivering customer success
Build mechanisms to measure partner contribution to customer value realization
Organizational Leadership & Influence
Lead a team responsible for partner success strategy and programs
Build strong relationships with leaders across ASP and AWS Partner Network (APN) to drive program adoption
Collaborate with partner organizations to validate and refine program effectiveness
Partner with AWS field teams to ensure alignment between direct and partner-led customer success
Influence senior stakeholders across AWS and partner organizations to drive change
Work with service teams to integrate partner perspective into service launches
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.
Diverse Experiences
Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
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.
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 our Conversations on Race and Ethnicity (CORE) and AmazeCon conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
We're looking for individuals with:
Deep understanding of partner business models and economics
Proven ability to develop comprehensive business cases and financial models
Proven experience influencing senior stakeholders in a matrix environment
Basic Qualifications
BA/BS degree required
7+ years in partner management, customer success, or in go-to-market roles
5+ years of people management experience
Strong track record of building and scaling partner programs
Experience working with global systems integrators (GSIs/Sis), consulting partners, and independent software vendors (ISVs)
Preferred Qualifications
Experience in cloud computing or enterprise technology services
MBA or advanced degree
Experience building partner enablement programs
Strong program management and operational excellence skills
Track record of driving organizational transformation
Experience with partner incentive design and program ROI measurement
Deep understanding of enterprise customer success delivery models
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, 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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $180,900/year in our lowest geographic market up to $312,800/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits . This position will remain posted until filled. Applicants should apply via our internal or external career site.