DESCRIPTION

The Partner Development Manager will lead a team responsible for building and scaling AWS partnerships within the public sector in Australia and New Zealand. This role blends strategic partner development, team leadership, and execution of AWS’s partner growth strategies to support digital transformation and innovation for government, education, and non-profit customers.

Key job responsibilities

• Lead, coach, and develop a high-performing team of Partner Development Managers, fostering skills in alliance management and public sector partnering.
• Own and execute the ANZ public sector partner strategy by driving adoption of AWS solutions through and with consulting partners, systems integrators, and independent software vendors (ISVs).
• Establish deep business relationships with C-level executives in partners, and co-create business strategies for cloud adoption and joint go-to-market growth.
• Maintain an accurate pipeline and forecast of opportunities across the team and oversee quarterly/annual business reviews with partners and internal stakeholders.
• Oversee partner recruitment, onboarding, enablement, and certification, ensuring partner practices align to AWS standards and public sector requirements.
• Guide the team in structuring, negotiating, and closing complex deals involving public sector contracts and RFx processes.
• Align internal AWS and partner resources for competency attainment, solution development, co-marketing, and innovation initiatives.
• Represent the ANZ public sector partner ecosystem in senior internal forums and external industry engagements.
• Build and champion a culture of inclusion, work-life balance, and continuous learning.

BASIC QUALIFICATIONS

• 10+ years in partner sales, business development, or alliance strategy, with extensive experience in public sector and team leadership roles.
• Demonstrated success in building, leading, and mentoring diverse, high-performing teams in technology or cloud sectors.
• Proven ability to influence and engage at the executive (C-level) stakeholder level and navigate complex decision processes for large accounts or public sector customers.
• Deep knowledge of the AWS partner ecosystem, public sector sales cycles, and the broader cloud industry.
• Strong communication (verbal/written), analytical, and organizational skills with the ability to manage multiple priorities.

PREFERRED QUALIFICATIONS

• Hands-on experience managing direct reports in an alliance or enterprise technology business development organization.
• Demonstrated experience with public sector procurement frameworks and contracting, as well as familiarity with relevant certifications and compliance requirements.
• Ability to think strategically and execute tactically for both long-term vision and daily operational cadence.
• Alignment with AWS Leadership Principles, particularly Customer Obsession, Ownership, and Deliver Results.
  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

• Lead, coach, and develop a high-performing team of Partner Development Managers, fostering skills in alliance management and public sector partnering.
• Own and execute the ANZ public sector partner strategy by driving adoption of AWS solutions through and with consulting partners, systems integrators, and independent software vendors (ISVs).
• Establish deep business relationships with C-level executives in partners, and co-create business strategies for cloud adoption and joint go-to-market growth.
• Maintain an accurate pipeline and forecast of opportunities across the team and oversee quarterly/annual business reviews with partners and internal stakeholders.
• Oversee partner recruitment, onboarding, enablement, and certification, ensuring partner practices align to AWS standards and public sector requirements.
• Guide the team in structuring, negotiating, and closing complex deals involving public sector contracts and RFx processes.
• Align internal AWS and partner resources for competency attainment, solution development, co-marketing, and innovation initiatives.
• Represent the ANZ public sector partner ecosystem in senior internal forums and external industry engagements.
• Build and champion a culture of inclusion, work-life balance, and continuous learning