Technology Partners Strategy Lead

The AMER Technology Partners Strategy role is a key member of the AMER Technology Partners team, reporting directly to the Director of Technology Partners for the AMER region at AWS. In this role, you will define, develop, and execute strategic priorities that accelerate growth and revenue delivery for the AMER Technology Partners organization. Working closely with senior leadership, you will craft growth strategies, set priorities, and provide thought leadership on strategic issues and emerging opportunities.

As the “voice of the partner,” you will serve as a critical link between partner-facing teams and the broader Strategy organization, surfacing opportunities and translating them into actionable initiatives. This is a hands-on, strategic position for a creative thinker willing to roll up their sleeves. You will proactively identify and tackle complex, cross-organizational challenges, using data to inform decisions and drive measurable outcomes.
The ideal candidate is a self-starter with a bias for action who thrives in ambiguity. You bring experience in partner sales, partner management, or strategy, along with strong business acumen and analytical skills. The ability to drive simplification, influence stakeholders at all levels, and deliver results in a highly matrixed environment is essential.

Key job responsibilities
• Gather partner, field, and customer insights to continuously refine strategic focus areas—ensuring efforts stay aligned to real partner opportunities and customer outcomes
• Understand the ‘why’ behind the data: dive deep into historical trends by product and segment to uncover business insights that support sales and partner leadership.
• Design and implement mechanisms, best practices, processes, and governance models that close gaps and capitalize on opportunities through hands-on engagement and cross-functional orchestration
• Surface partner needs and bold ideas through key partner meetings, primary research, and data analysis; keep customer and partner perspectives central to strategy
• Contribute directly to annual strategic planning and Monthly Business Reviews (MBRs) for the AMER Technology Partners organization
• Be an ambassador for partner contribution to sales and ensure sales and partner stakeholders understand partner metrics.

A day in the life
In this role, you are the strategic backbone of the AMER Technology Partnerships team. You work closely with your Director and a team of Senior Managers who each lead a portfolio of ISV partner relationships spanning security, data and analytics, AI/ML, infrastructure, and more. Your job is to ensure the team is focused on the right priorities, armed with the right data, and executing against a cohesive strategy.

Your internal stakeholders include AMER Technology Partners leadership, AWS field sales teams, AWS Marketplace, partner development, and cross-functional teams in marketing and product. You serve as the connective tissue between these groups, translating field-level insights and partner feedback into strategic recommendations that leadership can act on.

Your "customers" are twofold: the ISV partners in our ecosystem and the internal teams who rely on clear strategy, governance, and mechanisms to drive partner-attached revenue. You are solving problems like: Where should we invest to drive the highest partner and customer impact? How do we close gaps in our go-to-market motions? What does the data tell us about pipeline health, Marketplace adoption, or co-sell effectiveness, and what should we do about it?

On any given day, you might be synthesizing insights for a Monthly Business Review, designing a new mechanism to accelerate a strategic initiative, facilitating alignment across senior leaders on priorities, or conducting analysis that surfaces a bold recommendation. You are equally comfortable building a compelling narrative document as you are digging into data to challenge assumptions. This role requires someone who can move fluidly between big-picture strategic thinking and hands-on execution.

About the team
The AMER Technology Partners team at AWS is responsible for building and scaling strategic partnerships with the world's leading Independent Software Vendors (ISVs) across the Americas. We work at the intersection of technology, business development, and go-to-market strategy to drive joint value for AWS customers through our ISV partner ecosystem.

Our team partners with some of the most recognized names in enterprise software, spanning security, data and analytics, AI/ML, and infrastructure. We develop and execute partnership strategies that encompass co-sell motions, AWS Marketplace growth, technical integrations, and executive-level engagement. The team operates with a portfolio approach, with Senior Managers each leading a category of technology partners and their associated field teams.

We are a collaborative, customer-obsessed group that thrives on solving complex business challenges at scale. Our work directly influences how enterprise customers adopt and derive value from AWS by ensuring they have access to best-in-class partner solutions. We value strategic thinking, a bias for action, and the ability to build strong relationships both internally and externally.

This is a high-visibility team that engages with partner C-suite executives, AWS senior leadership, and cross-functional teams including sales, marketing, product, and engineering. If you are energized by working across organizational boundaries, shaping long-term strategy, and delivering measurable business impact, this team offers an exceptional opportunity.

About AWS
Diverse Experiences
AWS 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.

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.

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 (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & 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.

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.

Basic Qualifications

- 7+ years of business development, partner development, sales or alliances management experience
- Experience in written and verbal communication with the ability to present complex technical information in a clear and concise manner to executives and non-technical leaders
- Analytical mindset with a drive to dive deep—challenging data, uncovering insights, and gathering field-level anecdotes
- Proven ability to collaborate and influence in a matrixed organization, take ownership, and earn trust across all levels of stakeholders

Preferred Qualifications

- 10+ years of experience in partner sales or development, sales strategy and planning, business development, or a related field
- Ability to conduct sophisticated, creative analysis of complex data and translate results into actionable deliverables, messages, and presentations
- Track record of defining, refining, and implementing partner strategies and processes
- Experience managing multiple competing priorities simultaneously and driving them to completion

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, 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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually