Manager, Partner Territory Management, Cloud Sales Center

Overview

The AWS Cloud Sales Center is one of the largest and fastest-growing sales organizations. We generate over $11B in annual pipeline, serve 75,000 customers, and convert partner engagement into measurable revenue every quarter. Partners are our force multiplier: they extend our reach into thousands of accounts, bring specialized expertise to customers who need it, and help us drive cloud transformation at a pace and scale no single sales team could achieve on its own.

We are looking for a builder, a people leader, and someone who is relentless about results. In this role, you will own the Partner Territory Management function across NAMER: the team of leaders and sellers who make partner-driven growth real for our customers every day. You will sit on the CSC NAMER leadership team, where your perspective will directly shape strategy, investment decisions, and how we think about the future of partner-led growth.

You will also own the partner‑sourced pipeline and revenue targets live with you, and you will be measured on whether your teams deliver.

• Sit on the CSC NAMER leadership team; shape strategy, influence investment, and advocate for partner‑led growth as a first‑class revenue lever
• Bring the voice of the field to strategic decisions: where to deploy coverage, where to double down, and where to pivot

• Own partner‑sourced pipeline, opportunity registration, and revenue attainment across NAMER PTM territories
• Design territory coverage that aligns partner capacity to where the growth opportunity is greatest
• Inspect performance weekly and make real‑time decisions on coverage, partner engagement, and resource allocation

• Be the senior point of accountability for partner performance; lead QBRs, resolve escalations, and hold partners to a standard
• Collaborate across campaign, enablement, and analytics teams to ensure partners and reps have what they need to win

• Coach, develop, and inspire a team of PTM leaders and their reps across multiple territories
• Set a high bar for talent; own hiring, development, and succession planning for the PTM function
• Create a culture where accountability and recognition coexist, where people want to do their best work

You start the morning in a pipeline review with one of your leaders. Two partners in the Southeast are accelerating, so you brainstorm how to replicate that play in territories with thinner coverage. Mid‑morning, you join the leadership team meeting where you make the case for additional partner investment in a high‑growth segment, backed by the data your team is producing.

After lunch, you lead a Q  with a key partner: celebrating a co‑sell win, pressure‑testing their plan for next quarter, and setting clear expectations on pipeline contribution. Late afternoon, you spend time coaching a newer leader on how to have a direct conversation with a rep who has strong relationships but needs help converting activity into revenue.

• 8+ years of business development, partner development, sales or alliances management experience
• Experience reaching and exceeding sales revenue goals
• Experience influencing at all levels within an organization, particularly at the executive level
• 3+ years of people management with demonstrated ability to hire, develop, and retain high‑performing sales teams
• Experience building and managing territory or coverage plans at scale
• Bachelor's degree or equivalent professional experience

• Experience with AWS, Azure, or Google Cloud technology
• Experience in managing managers
• MBA, or experience in sales
• Experience in SMB or commercial segments where scale, velocity, and repeatability are critical
• Familiarity with partner incentive structures, co‑sell motions, or partner tiering models

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

The base salary range for this position is listed below. Your Amazon package will include sign‑on payments, restricted stock units (RSUs), and sales incentives. 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.

USA, TX, Austin –  –  USD annually

USA, VA, Arlington –  –  USD annually

USA, WA, Seattle –  –  USD annually