AWS GTM Partnership Lead, Global System Integrators
Leads the global systems integrator partnership motion through AWS, building co-sell programs, commercial mechanics, executive relationships, and partner-driven revenue. Requires 12+ years in enterprise partnerships or alliances, strong cloud ecosystem expertise, and experience scaling channel motions.
About the job
Responsibilities
- Develop and execute go-to-market strategy for systems integrator partnerships through AWS, including co-selling motions, joint business plans, events, and segment-specific plays.
- Own forecasting, pipeline development, and revenue targets for partner-sourced and partner-influenced business.
- Design commercial mechanics, including deal registration, marketplace program structure, and partner incentives.
- Build and maintain executive relationships across AWS’s partner organization and systems integrator AWS practices.
- Develop repeatable, industry-specific solutions built on Claude and help partners build delivery capabilities to take them to market.
- Coordinate with alliances, sales, partner marketing, and regional cloud teams to execute globally and locally.
- Create scalable partnership operations processes, including escalation management, business reviews, and reporting.
- Provide market intelligence and competitive insights to inform product and commercial strategy.
- Identify portfolio investment priorities and recommend where to reduce investment based on returns.
Requirements
- 12+ years of enterprise partnerships, alliances, or business development experience, including substantial partner ecosystem experience.
- Proven success building and scaling systems integrator, consultancy, or channel partnerships.
- Experience building co-sell or channel motions from the ground up, including supporting commercial mechanics.
- Deep understanding of cloud and partner field organizations and the incentives driving seller and partner behavior.
- Track record of achieving partner-sourced or partner-influenced revenue targets with credible forecasting.
- Strong executive presence and ability to influence senior stakeholders without formal authority.
- Expertise in strategic planning, business operations, and program management.
- Ability to balance strategy with tactical execution and focus investment effectively.
- Experience with technical products and translating complex capabilities into business value.
- Ability to travel up to 25% of the time.
- Bachelor’s degree or equivalent combination of education, training, and experience.
Nice-to-haves
- Experience working with AWS or another hyperscaler partner organization.
- Knowledge of systems integrator operating models, practice structures, delivery economics, and services revenue drivers.
- Background in AI/ML technologies or developer-focused platforms and their partner ecosystems.
- Experience scaling partner programs from early traction to significant partner-driven revenue.
- Earlier-career management consulting experience.
Compensation
- Annual on-target earnings range: $365,000–$425,000 USD.
Skills
AWS, Go-to-Market Strategy, Systems Integrators, Co-Selling, Channel Partnerships, Deal Registration, Aws Marketplace, Partner Incentives, Revenue Forecasting, Pipeline Development, Business Operations, Program Management, AI/ML, Partner Ecosystems, Management Consulting
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