GTM SIs & Expansion Lead, Partner Core Customer Segments; AWS

GTM SIs & Expansion Lead, Partner Core Customer Segments

Job  | Amazon Web Services, Inc.

This role is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end‑to‑end go‑to‑market strategy for their technology domains and partner teams own the strategy, recruiting, development, and growth of key technology and consulting partners. The position seeks an experienced candidate to lead the GTM System Integrator Strategy & Expansion for the Small Business Acceleration Initiative (SBAI). The Lead will establish scalable processes and best practices that accelerate customer acquisition and launches through consulting partners and system integrators, and drive geographic and business‑unit expansion of the SBAI motion.

• Develop and execute a comprehensive GTM strategy for system integrator engagement within SBAI, establishing scalable processes, playbooks, and best practices that accelerate customer acquisition and opportunity launches across consulting partners and SIs.
• Lead geographic expansion of SBAI into new territories and regions, working with regional leaders to adapt the partner‑led model while maintaining program consistency and effectiveness.
• Drive business‑unit expansion strategy, identifying opportunities to extend SBAI frameworks beyond SMB‑Small into ISV, Startup, Public Sector, and other customer cohorts, including designing future indirect selling scenarios.
• Establish and optimize SI partner engagement models, including capacity and capability frameworks specific to different customer segments, partner types, and geographic markets.
• Build strong relationships with system integrator executives and practice leaders, understanding their business models and co‑developing solutions that align AWS growth objectives with SI strategic priorities.
• Create and maintain comprehensive GTM toolkits, including partner playbooks, enablement materials, success metrics, and operational frameworks that can be replicated across geographies and business units.
• Work closely with SBAI program team, Partner Core leaders, and field teams (PTMs, PDMs, PSMs) to ensure successful implementation of SI strategies and gather feedback for continuous improvement.
• Drive cross‑organizational alignment across AGS, ASP, Marketing, and Operations to ensure SI expansion initiatives are supported with appropriate resources, systems, and incentives.
• Develop business cases and ROI models that demonstrate the value of SI‑led customer acquisition, securing executive support and investment for expansion initiatives.
• Monitor and analyze SI performance metrics, identifying trends, opportunities, and areas for optimization to continuously improve partner effectiveness and program outcomes.

• 3+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience.
• 3+ years of program or project management experience.
• Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization.
• Experience using data and metrics to determine and drive improvements.
• Proven track record of designing and scaling GTM programs across multiple geographies or business units.

• Experience leading change in multiple site environments and influencing those that are not direct reports or within your organization.
• Experience in analyzing data to drive decisions.
• Master of Business Administration, or Associate's degree or above.
• Experience in partner strategy, alliances, business development, or GTM program management for a large technology firm.
• Deep understanding of cloud‑based technologies and partner ecosystems, particularly system integrator business models.
• Experience with AWS Partner Network (APN) programs or similar partner programs at scale.
• Track record of successfully launching and scaling partner programs across multiple geographies.

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications, we encourage candidates to apply. We promote curiosity, connection, and inclusion through affinity groups and events that foster collaboration and innovation. We offer mentorship, career…