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

Description

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

This role defines and operates the Partner Led Customer Success model that extends customer success beyond the reach of the AWS field. The BVR motion shifts partners from implementation-centric engagements to outcome-based engagements, encompassing partner economics, a BVR Competency, enablement through the Partner Business Value Realization Academy, and tooling to support the motion at worldwide scale.

This is a unique opportunity to lead a global team across four geographies and two functions (Partner Success Specialists and a scale team owning program, incentives, enablement, competency, and tooling), driving cross-organizational alignment across multiple AWS organizations. The ideal candidate brings deep partner strategy experience, demonstrated ability to scale programs globally, comfort operating at the executive level with CxO-level partner and customer stakeholders, and an AI-first mindset, as the team leverages AI agents to scale impact.

Key job responsibilities

Strategy & Program Ownership

- Own the worldwide strategy for Partner Led Customer Success, defining how partners deliver measurable post-launch customer business outcomes across AWS services

- Scale the end-to-end BVR operating system: engagement lifecycle (nomination through case study publication), 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

Cross-Organizational Leadership & Influence

- Drive alignment across multiple AWS organizations spanning partner management, product, finance, legal, and go-to-market teams to deliver a cohesive Partner Led Customer Success experience

- Engage directly with VP-level and Director-level stakeholders across the organization to shape partner post-sales investment strategy, program integration, and monetization models

- Partner with AWS account teams (Account Managers, Solutions Architects) and partner management teams to orchestrate customer-level and partner practice-level execution

- Collaborate with marketing and services leadership to amplify partner delivered outcomes and ensure partners have clear post-launch delivery pathways

- Represent AWS's Partner Led Customer Success vision externally at partner summits, executive round tables, and industry events

Team Leadership & Development

- 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 to scale the team as the program expands into new domains and partner types

- Drive team engagement, retention, and professional growth through mentorship, recognition, and career development

- Enable the team to build and leverage AI agents and automation as a core operating principle, not an afterthought

Partner & Customer Executive Engagement

- Build and maintain executive relationships with strategic partners at the VP/CxO level, shaping their post-sales investment strategy and driving joint business outcomes

- 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 from partners and internal…