Partner Development Manager, ANZ PDM Team

The AWS ANZ Partner Organization is looking for a Partner Development Manager to join our team, focused on the Commercial segment across Australia and New Zealand. You will manage a portfolio of partners, developing the joint business plans, co-sell motions, and relationships that help partners win with customers adopting and growing on AWS.

You sit at the intersection of partner management, sales execution, and market development, building trusted relationships with leaders at partner organisations while championing partner engagement with our Commercial sales teams. The role is as much about progressing customer opportunities alongside sellers as it is about managing partner relationships. You will use data, AI tools, and scalable engagement models to run your portfolio efficiently, going deep on the deals and partnerships that matter most and drawing on your team where the stakes are high. You combine business and technology fluency: you can talk with a partner leader about their AWS practice, then pivot to working with solution architects on a technical integration. You think about how partners create value for customers, and you turn plans into pipeline and revenue.

Key job responsibilities

- Build and execute a partner business plan for a portfolio of consulting and technology partners in the Commercial segment, aligning partner capabilities with customer needs and AWS priorities.

- Build and manage strong working relationships at partner organisations, serving as the day-to-day point of contact for your portfolio.

- Create and progress partner-attached pipeline with Commercial sales teams, drawing on your team for the most complex deals.

- Contribute to joint go-to-market plans - solution development, demand generation, and industry plays - and execute them to drive measurable outcomes.

- Assess partner technical capabilities and inform investment in priority practice areas including migration, modernisation, and AI/ML.

- Own reporting on partner performance, pipeline health, and business plan attainment, delivering reviews to Director level with data-driven insights.

- Champion partner engagement across AWS sales, solutions architecture, and marketing, influencing without authority to reduce deal friction.

- Share best practices and help develop peers, contributing to team capability and operational excellence.

A day in the life

Your day balances partner engagement with deal execution. You might start by reviewing pipeline data across your portfolio, then join a customer call alongside a consulting partner pursuing a migration opportunity. Mid-morning you run a portfolio review with a partner's team, following your regular cadence. After lunch you help shape a go-to-market play for an AI workload with a solutions architect and a partner practice lead. Later you work with a sales team on positioning a partner-led solution for a competitive deal, bringing in a specialist where you need one. Between meetings you connect across sales, solutions architecture, and marketing to keep deals moving.

About the team

Why AWS? AWS is the world's most comprehensive and broadly adopted cloud, trusted by organisations from startups to Global 500 companies. We pioneered cloud computing and haven't stopped innovating since.

Our Culture We're a team that values curiosity, inclusion, and continuous learning. Our employee-led affinity groups and events celebrate the diversity that makes us stronger. You'll find mentorship, knowledge-sharing, and career development woven into everyday work.

Work-Life Harmony We believe great work and a fulfilling personal life go hand in hand, and we build flexibility into how we work.

Basic qualifications

- Experience in business development, partner development, sales or alliances management

- Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization

- Bachelor's degree or equivalent

Preferred qualifications

- Experience in driving end to end delivery, and communicating results to senior leadership

- Experience working cross functionally with tech and non-tech teams

Acknowledgement of country:

In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:

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

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.