Overview
Amazon Web Services (AWS) is leading the next paradigm in cloud computing and GenAI, and seeking a talented individual for an exciting role as Canada Partner Leader. This role combines strategic partner development with operational partner success to drive holistic partner ecosystem growth across the Canadian Commercial Area. Do you have the business savvy, industry expertise, and leadership capabilities necessary to position Amazon to bring business solutions to our customers via our partner community while ensuring partner success and customer outcomes?
As the Partner Leader for Canada, you will define the AWS vision, create the strategy, and lead teams to execute plans that achieve partner and sales organization goals across the entire partner lifecycle from partner recruitment and development through ongoing success and customer value delivery. You will establish and maintain business and technical relationships with partners, sales teams, and customers, while managing day-to-day interactions across multiple AWS organizations to create and progress partner opportunities that drive value for AWS customers and accelerate business revenue growth.
Key job responsibilities
- Strategic Leadership & Partner Community Management
- Accountable for the holistic view of the Partner Community across the Canadian Commercial Area business, encompassing both partner development and partner success
- Drive Area strategy and execution integration across Partner Management teams, Professional Services, Marketing, and Support to engage partners and ensure partners deliver quality customer solutions
- Become a trusted member of the sales and partner leadership team across the Americas
- Operate the business through effective pipeline and opportunity management to consolidate field experience and influence internal decisions across leadership
- Partner Development & Growth
- Lead partner recruitment, onboarding, and practice development initiatives to grow the AWS partner community inclusive of all partner types
- Build coordinated and comprehensive go-to-market investment plans with field-managed partners
- Drive new opportunity creation, AWS practice creation, and new partner development
- Manage contract negotiations with partners
- Work extensively with internal teams including technical leadership, legal, marketing, contracts, and executive teams to ensure growth through, to, and with AWS partners
- Partner Success & Customer Outcomes
- Advise customers and commercial sales teams on the value of partners, strategies for engagement, and recommend qualified partners to support customer needs
- Ensure partners deliver quality customer solutions and business outcomes
- Expand existing AWS footprint in existing accounts and drive new customer acquisition with partners to grow overall revenue with a focus on business outcomes
- Act as customer advocate by working with AWS cross-organizational teams to convey partner and enterprise customer feedback
- Team Leadership & Development
- Mentor and grow a highly talented partner development and success team
- Lead a national team of Partner Sales Managers and Partner Development Managers to own deal execution with partners
- Assign quota and quarterly goals, ensuring the partner team has appropriate tools and resources to be successful
- Continue to develop team capabilities in partner engagement, sales execution, and customer success
- Technical & Sales Collaboration
- Collaborate with AWS field sales, technical sales, training, and support teams to help partners and customers learn and use AWS platform services
- Work closely with Partner Solution Architects (PSA) to ensure partners deliver quality results
- Leverage partner programs and coach partners on best practices
- Maintain deep understanding of partner capabilities, solutions, and local market dynamics
- Operational Excellence
- Maintain and accurately manage a robust sales pipeline
- Drive revenue and new opportunity generation
- Create landing mechanisms to scale operations and work with data to measure business impact
- Ensure consistent partner growth and quota attainment
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve.
15+ years of technology related sales, business development or equivalent experience
8+ years of driving growth through and with cross-functional teams including inside sales, technical, marketing, segmentation, legal (contracts) experience
5+ years of digital sales, account management, business development, or partner management experience
Experience working with partners (Consulting, Channel, ISV, Systems Integrators) with a track record of accelerating overall business outcomes
Experience working with transformative technologies including cloud, IoT, business intelligence, and analytics
10+ years in program development for a global technology company (e.g., Cisco, Oracle) or born-in-the-cloud partner/vendor (e.g., Salesforce.com, AWS partners)
Direct experience working with AWS consulting and/or technology partners, or previous employment at a large AWS partner
Record of exceeding revenue quota and new customer adoption goals via indirect sales channels
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 the URL below for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. As a total compensation company, Amazon's package may include other elements such as sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, basic life & AD&D insurance), Registered Retirement Savings Plan (RRSP), Deferred Profit Sharing Plan (DPSP), paid time off, and other resources to improve health and well-being. We thank all applicants for their interest, however only those interviewed will be advised as to hiring status.
CAN, BC, Vancouver - 148,100.00 - 247,400.00 CAD annually
CAN, ON, Toronto - 148,100.00 - 247,400.00 CAD annually
