Head of NAMER Partner Sales Strategy, AWS Partner Sales

Amazon Web Services (AWS) is seeking a Head of NAMER Partner Sales Strategy to serve as the strategic partner to the Director of NAMER Partner Sales. This role designs and evolves the Geo-level GTM execution framework across Deep, Focus, Scale, and Indirect partner engagement motions. You will operate at Geo scale across all NAMER divisions and partner development functions, anticipate organizational evolution, identify structural gaps before they create execution friction, and work with Partner & Field Sales Operations to operationalize strategic frameworks.

This is a high-impact strategic position with influence across all partner sales divisions, AMER partner sales and development leadership, and field sales organizations.

You will design and evolve the GTM framework that governs how NAMER partner sales operates. This includes coverage models, sales play architecture, inspection cadences, and the mechanisms that translate strategy into PSL execution. You will stress-test the operating model against organizational priorities, identify drift patterns, and propose structural changes when the model no longer serves NAMER's growth objectives. You will work with divisional Partner Sales Leaders to ensure clarity on role boundaries, inspection logic, and escalation thresholds.

Your work here sets the standard for how partner sales operates across the Geo.

You will generate the strategic analytics and performance signals that inform all NAMER inspection cadences, including W , IPMM, M , Top Deals, MFR, and Forecast. For each cadence, you will prepare decision-ready briefs that surface the information leadership needs to govern and make course corrections. You will work with Sales Operations to ensure cadence logistics run smoothly while maintaining focus on the business signals that matter.

Your analytical work will enable faster, more rigorous leadership decision-making.

You will work with AMER Partner Development (Consulting and Technology) leadership to ensure shared accountability with Geo and Division revenue outcomes. You will drive partner development investment aligned to NAMER division needs, support partner business/geo account and territory planning, influence top-of-funnel pipeline campaign builds and execution, govern partner-first and partner-led sales motion interlock with field sales leadership, and ensure cross-organizational escalation accountability to remove deal blockers and accelerate win rates.

You will influence quota methodology, partner-attached goal design (including field sales cascade), and compensation frameworks that align PSM and field seller behavior with partner-led growth strategy. Partner Sales Operations owns execution of partner sales goal setting and cadence. You will work with Partner Sales Operations and Field Sales Operations to design the logic of how NAMER goals cascade into division expectations and how partner-attach expectations flow to field sellers who do not have direct PSM coverage.

Your work here ensures that partner-led growth becomes a structural expectation of the entire field sales organization, not just a PSM responsibility.

You will define pipeline standards, funnel definitions, forecasting methodology, and KPIs that enable faster, data-driven leadership decision-making across NAMER. You will establish what constitutes qualified partner pipeline, what stage progression signals mean, and what metrics tell leadership whether a partner motion is working  will work with Sales Operations to translate these definitions into operational reality and with divisional leaders to ensure consistent application.

You will partner with Sales Operations to operationalize strategic frameworks. You set strategic requirements and performance standards;
Sales Operations executes and maintains operational responsibility for cadence logistics, data governance, and systems integrity. The two functions operate as a flywheel to ensure strategy turns into measurable execution and can be continually improved.

AWS Partner Sales is the team responsible for driving partner-led revenue across AWS's largest and most complex enterprise customers. We operate at the intersection of enterprise sales, strategic alliances, and…