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Partner Development Manager, EMEA Central APO

AWS EMEA SARL (Switzerland Branch) -
Zürich, ZH

Jetzt bewerben

Details zur Stelle

100%

Leistungen

Unterkunft

Qualifikationen

CRM-Software
Französisch
Management-Erfahrung
Salesforce
Englisch
Master
AWS
Betriebswirtschaftslehre
Kommunikationsfähigkeit
Deutsch

Vollständige Stellenbeschreibung

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

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://www.amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.

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.

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