Amazon

Description

AWS Partner Organization (APO) seeks a Partner Development Manager (PDM) to drive strategic partnerships with Tier 1 System Integrators in Switzerland. As the critical link between AWS and our most strategic SI partners, you will orchestrate transformational business outcomes for AWS customers through partner-led initiatives. This role demands deep expertise in managing complex partner ecosystems, executing joint go-to-market strategies, and enabling partners to engage C-suite executives on cloud transformation initiatives.

You will own end-to-end partner relationships, developing comprehensive Partner Business Plans that align partner capabilities with market opportunities while driving measurable revenue and pipeline targets. The ideal candidate is a channel-savvy leader with proven ability to think strategically about indirect sales models while delivering results through influence without authority. Success requires building C-level relationships, designing joint go-to-market strategies, developing partner technical capabilities, and contributing to regional program innovation.

This position offers the opportunity to shape Switzerland's cloud ecosystem, working with leading System Integrators to accelerate customer adoption across migration, modernization, and GenAI initiatives. You'll collaborate across AWS sales, marketing, solutions architecture, and professional services teams to deliver exceptional partner and customer outcomes in one of Europe's most strategic markets.

Key job responsibilities

Strategic Partner Management

• Own and manage strategic relationships with Tier 1 System Integrators in Switzerland, serving as the primary point of contact and trusted advisor
• Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities and drive measurable business outcomes
• Build and maintain C-level and VP-level relationships with partner organizations, orchestrating executive engagement and strategic business reviews
• Develop partnerships to expand market, segment and verticals capability depth in Switzerland

Go-To-Market Development

• Design and execute Joint Go-To-Market (JGTM) strategies with partners, including solution development, market positioning, and demand generation campaigns
• Enable partners to develop industry-specific and workload-specific solutions that address customer needs in key verticals and segments
• Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities and drive joint outcomes

Partner Capability Development

• Assess partner technical capabilities and create development roadmaps to build competencies in priority areas (Migration, Modernization, GenAI, industry solutions)
• Support partners in building repeatable practices, accelerators, and IP that differentiate their offerings

Business Planning & Execution

• Develop annual and quarterly business plans and reviews with quantifiable goals for revenue, pipeline, certifications, and customer outcomes
• Manage partner funding requests and investments, ensuring ROI and alignment with business objectives
• Collaborate with cross-functional teams (sales, marketing, solutions architecture, professional services) to deliver partner success

Ecosystem & Program Leadership

• Contribute to the development of regional partner programs, playbooks, and best practices for the EMEA Central region
• Share insights and learnings across the broader PDM community to drive continuous improvement

A day in the life

Your day will be a dynamic blend of strategic relationship building, collaborative planning, and technology innovation. You'll engage with system integrator partners, design breakthrough partnership strategies, and translate complex technological visions into actionable business plans. You'll leverage data and analytics to track performance across multiple dimensions: segments, verticals, horizontals and collaborate with various teams. Working backwards from partner business models, you'll help them understand how to maximize their AWS revenue streams and open new ones.

About the team

You will join the EMEA Central Partner Organization, a high-performing team responsible for driving partner success across Germany, ALPS (Austria, Switzerland), and CEE markets. Our team is focused on scaling partner-led growth, developing innovative go-to-market strategies, and building the capabilities that enable partners to deliver exceptional customer outcomes. You will work closely with field sales, solutions architects, marketing, and partner sales teams to drive results.

Reporting Structure: This role reports to the Partner Development Manager Lead for EMEA Central.

Basic Qualifications

• 8+ years of experience in partner management, channel sales, business development, or related roles in the technology industry
• 5+ years of experience working with System Integrators, consulting firms, or technology services organizations
• Demonstrated success building and executing partner business plans with measurable outcomes
• Experience in cloud computing, enterprise software, or infrastructure technology sectors
• Strategic Thinking: Strong business acumen with ability to identify opportunities, develop strategies, and drive execution
• Commercial Acumen: Deep understanding of partner economics, business models, and commercial structures
• Communication: Outstanding written and verbal communication skills in English and German; French is a strong plus
• Collaboration: Proven ability to work effectively across matrixed organizations and influence without direct authority
• Deep understanding of the Swiss enterprise technology market, competitive landscape, and customer buying behaviors
• Knowledge of System Integrator business models, service delivery practices, and partner ecosystem dynamics
• Understanding of cloud migration, application modernization, data analytics, and emerging technologies (AI/ML, GenAI)

Preferred Qualifications

• MBA or advanced degree in Business, Technology, or related field
• Experience managing partnerships with Switzerland's leading SIs (e.g., Swisscom, T-Systems, Accenture, Deloitte, PwC)
• Track record of driving partner success in regulated industries (financial services, healthcare, public sector)
• Experience with partner-led sales motions and complex multi-party deal structures
• Established network of relationships within the Swiss technology ecosystem
• Experience with CRM systems (Salesforce), partner management platforms, and business intelligence tools
• Certifications in cloud technologies or relevant industry frameworks

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