Sr. Manager, WW Partner Led Customer Success , AWS Specialist and Partner Organization

Description

AWS is seeking an experienced and strategic Sr. Manager to lead the Worldwide Partner‑Led Customer Success program—a post‑sales partner motion within the AWS Specialists & Partners (ASP) organization. The role is the single‑threaded owner of the strategy and execution for how AWS partners quantify and deliver customer Business Value Realization (BVR) after workload/product deployment.

• Own the worldwide strategy for Partner‑Led Customer Success, defining how partners deliver measurable post‑launch customer business outcomes across AWS services.
• Scale the‑to‑end BVR operating system: engagement lifecycle, partner funding incentive model, BVR competency, Partner Business Value Realization Academy, quality framework, and supporting tooling.
• Design the strategy for future program expansion, often requiring custom engagement and incentive models.
• Make trade‑off decisions on partner selection and prioritization, engagement quality triage, and custom incentive structures for large‑scale deals.
• Champion an AI‑first approach, directing the team to build and deploy AI agents to automate operations and scale.

• Drive alignment across multiple AWS organizations spanning partner management, product, finance, legal, and go‑to‑market teams.
• Engage directly with VP‑level and director‑level stakeholders across the organization to shape partner post‑sales investment strategy and program integration.
• Partner with AWS account teams and partner management teams to orchestrate customer‑level and partner practice‑level execution.
• Collaborate with marketing and services leadership to amplify partner‑delivered outcomes.
• Represent AWS's Partner‑Led Customer Success vision externally at partner summits, executive round tables, and industry events.

• Lead, coach, and develop a globally distributed team of Partner Success Specialists (PSS) and a scale/program team spanning NAMER, EMEA, LATAM, and APJ.
• Recruit, hire, and onboard top talent as the program expands.
• Drive team engagement, retention, and professional growth through mentorship and career development.
• Enable the team to build and leverage AI agents and automation as a core operating principle.

• Build and maintain executive relationships with strategic partners at the VP/CxO level, shaping their post‑sales investment strategy.
• Engage directly with customer executives to validate value realization outcomes and champion partner‑led success stories.
• Make judgment calls on complex partner and customer situations, providing guidance when scope disputes or quality concerns arise.
• Negotiate partner incentive levels, balancing engagement quality standards against speed‑to‑scale expectations.

• Drive pipeline and successful completion of BVR engagements, ensuring partners deliver measurable, quantified customer business outcomes.
• Drive partner onboarding to BVR, competency attainment, and published case studies that fuel industry‑specific replication.
• Implement and maintain rigorous pipeline management, ensuring accurate forecasting and reporting on partner‑led customer engagements globally.
• Create a direct feedback loop between partner field experience and AWS product teams.
• Track and report on incremental consumption, adoption growth rates, and revenue attribution to demonstrate program impact at executive levels.

• Operate in significant ambiguity, evolving standards, methodologies, and mechanisms as the program scales.
• Drive a mindset shift across AWS organizations about the value of partner‑led post‑sales customer outcomes.
• Ensure BVR economics remain compelling enough that partners prioritize AWS engagements.
• Identify and design opportunities to expand the program into new areas, defining the engagement models and economics for each.

You start your day reviewing partner engagement metrics across geographies and preparing for a cross‑functional sync with internal stakeholders. You then join a call with a Global System Integrator’s VP of Delivery to discuss…