Partner Development Manager, WWPS Distribution
Would you like to be part of a team that is redefining the IT industry? Amazon Web Services is leading the next paradigm shift in computing and is looking for world class candidates to help define and deliver our partner acceleration activities within our AWS Partner Network. The AWS Partner Network (APN) includes tens of thousands of consulting partners, systems-integrators, technology partners, ISVs, distributors, and value-added resellers that are using AWS as their cloud delivery platform around the world.
As a Public Sector Partner Development Manager (PDM) supporting the AWS Distribution Program, you will have the exciting opportunity to work with AWS Distributors and AWS Distribution Sellers to enable and grow our community of partners in the EMEA public sector space. In this role, you will establish deep business and strategic relationships with AWS Partners and interact daily with partner executive stakeholders in support of accelerating revenue across multiple public sector market segments. You should have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions for AWS partners. You will work closely with the regional AWS sales, programs, and partner teams to drive joint sales initiatives to support the go-to-market of public sector partners within the assigned territories. Your work will directly accelerate pipeline creation, improve deal velocity, and expand AWS's addressable market into segments that would otherwise remain untouched — ultimately making the distribution channel a scalable, self-sustaining growth lever for the Public Sector business.
This role will focus on driving opportunities and revenue through a subset of key AWS Distributors and AWS Distribution Sellers, working closely with regional Distribution Managers to execute against strategic growth plans. This position plays a crucial role in helping AWS achieve its ambitious public sector distribution revenue targets while unlocking the potential of our growing partner community. The PDM maintains tactical focus on detailed plans to achieve specific, immediate goals such as: improved lead generation, pipeline management, deal closure, alignment with AWS field teams, and alignment with AWS Distributors and AWS Distribution Seller partners to drive growth.
The ideal candidate will be a true self-starter with a blend of sales acumen and partner development experience and be comfortable managing multiple relationships simultaneously, working cross-functionally with AWS field teams, operating in a fast-paced environment, and taking ownership of outcomes. The candidate should be technically curious with an ability to understand cloud solutions at a level that enables productive sales conversations with partners. Lastly, the candidate should possess a desire to dive deep into analyzing numbers, understanding multiple reporting systems, spotting trends, identifying gaps, and driving value to and through AWS partners.
Key job responsibilities
•Serve as the single-threaded owner for sales activities and revenue growth through a portfolio of EMEA Public Sector distribution sellers, with a focus on campaign deployment, pipeline management, and greenfield expansion.
• Own end-to-end pipeline growth across EMEA Public Sector distributors, tracking and driving progression through each stage of the pipeline lifecycle.
• Create and execute joint Go-To-Market strategies and lead generation campaigns with AWS Distributors, aligned to AWS Public Sector strategic priorities and priority workloads (Migration, Modernisation, GenAI, Industry Solutions).
• Develop multi-quarter campaign roadmaps across priority workloads, driving execution against milestones and adapting engagement models to each AWS Distributor's maturity, capacity, and commercial construct.
• Work collaboratively with Distribution Managers, AWS Account Executives, Greenfield and Scale teams, Bid and Capture teams, Solution Architects, Industry Leaders, and Partner Marketing to identify and progress co-sell opportunities.
• Identify and grow sales with high-potential partners, particularly those with compelling public sector solutions, and support the recruitment of emerging ISVs into the Distribution program.
• Maintain an accurate and robust pipeline and forecast of partner opportunities, with a focus on validation, reporting, and pipeline hygiene.
• Prepare and deliver business reviews to AWS Distribution stakeholders on performance, pipeline health, lead generation activities, and revenue attainment against goals.
• Champion the voice of Distribution internally, providing feedback to AWS Partner programmes, product teams, and leadership on partner needs and market dynamics.
A day in the life
Your morning might begin with a pipeline review call with an AWS Distributor, aligning on deal status and next actions for priority opportunities. Mid-morning, you’re working with a PDM to refine pipeline forecasts ahead of a weekly leadership review, ensuring stage accuracy and flagging risks. After lunch, you’re building a greenfield campaign brief targeting a new public sector vertical — coordinating with marketing on messaging and the Distributor on partner activation. Later, you join an account mapping session with a partner to uncover white space and connect them with the right AWS specialist. You close the day by updating pipeline dashboards and preparing a summary for the team on this week’s progression metrics.
About the team
About the team
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), to 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.
As a Public Sector Partner Development Manager (PDM) supporting the AWS Distribution Program, you will have the exciting opportunity to work with AWS Distributors and AWS Distribution Sellers to enable and grow our community of partners in the EMEA public sector space. In this role, you will establish deep business and strategic relationships with AWS Partners and interact daily with partner executive stakeholders in support of accelerating revenue across multiple public sector market segments. You should have a demonstrated ability to think strategically about the mission, product, and technical challenges, with the ability to build and convey compelling value propositions for AWS partners. You will work closely with the regional AWS sales, programs, and partner teams to drive joint sales initiatives to support the go-to-market of public sector partners within the assigned territories. Your work will directly accelerate pipeline creation, improve deal velocity, and expand AWS's addressable market into segments that would otherwise remain untouched — ultimately making the distribution channel a scalable, self-sustaining growth lever for the Public Sector business.
This role will focus on driving opportunities and revenue through a subset of key AWS Distributors and AWS Distribution Sellers, working closely with regional Distribution Managers to execute against strategic growth plans. This position plays a crucial role in helping AWS achieve its ambitious public sector distribution revenue targets while unlocking the potential of our growing partner community. The PDM maintains tactical focus on detailed plans to achieve specific, immediate goals such as: improved lead generation, pipeline management, deal closure, alignment with AWS field teams, and alignment with AWS Distributors and AWS Distribution Seller partners to drive growth.
The ideal candidate will be a true self-starter with a blend of sales acumen and partner development experience and be comfortable managing multiple relationships simultaneously, working cross-functionally with AWS field teams, operating in a fast-paced environment, and taking ownership of outcomes. The candidate should be technically curious with an ability to understand cloud solutions at a level that enables productive sales conversations with partners. Lastly, the candidate should possess a desire to dive deep into analyzing numbers, understanding multiple reporting systems, spotting trends, identifying gaps, and driving value to and through AWS partners.
Key job responsibilities
•Serve as the single-threaded owner for sales activities and revenue growth through a portfolio of EMEA Public Sector distribution sellers, with a focus on campaign deployment, pipeline management, and greenfield expansion.
• Own end-to-end pipeline growth across EMEA Public Sector distributors, tracking and driving progression through each stage of the pipeline lifecycle.
• Create and execute joint Go-To-Market strategies and lead generation campaigns with AWS Distributors, aligned to AWS Public Sector strategic priorities and priority workloads (Migration, Modernisation, GenAI, Industry Solutions).
• Develop multi-quarter campaign roadmaps across priority workloads, driving execution against milestones and adapting engagement models to each AWS Distributor's maturity, capacity, and commercial construct.
• Work collaboratively with Distribution Managers, AWS Account Executives, Greenfield and Scale teams, Bid and Capture teams, Solution Architects, Industry Leaders, and Partner Marketing to identify and progress co-sell opportunities.
• Identify and grow sales with high-potential partners, particularly those with compelling public sector solutions, and support the recruitment of emerging ISVs into the Distribution program.
• Maintain an accurate and robust pipeline and forecast of partner opportunities, with a focus on validation, reporting, and pipeline hygiene.
• Prepare and deliver business reviews to AWS Distribution stakeholders on performance, pipeline health, lead generation activities, and revenue attainment against goals.
• Champion the voice of Distribution internally, providing feedback to AWS Partner programmes, product teams, and leadership on partner needs and market dynamics.
A day in the life
Your morning might begin with a pipeline review call with an AWS Distributor, aligning on deal status and next actions for priority opportunities. Mid-morning, you’re working with a PDM to refine pipeline forecasts ahead of a weekly leadership review, ensuring stage accuracy and flagging risks. After lunch, you’re building a greenfield campaign brief targeting a new public sector vertical — coordinating with marketing on messaging and the Distributor on partner activation. Later, you join an account mapping session with a partner to uncover white space and connect them with the right AWS specialist. You close the day by updating pipeline dashboards and preparing a summary for the team on this week’s progression metrics.
About the team
About the team
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), to 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.