Sr Manager, Partner Success Specialists, AWS Specialist and Partner Organization

AWS is seeking an experienced and strategic Sr Manager to lead our Partner Success Specialists (PSS) team, a critical function within the AWS Specialists & Partners (ASP) organization. This role will manage a global team of Partner Success Specialists who leverage our partner network to drive measurable business value for customers. As a post-sales leader, you will be responsible for ensuring partners successfully deliver customer outcomes, accelerate adoption of AWS services, and build referenceable success stories that demonstrate the power of Partner Led Customer Success (PLCS).

This is a unique opportunity to scale a new capability at AWS, creating and learning in an emerging space while driving a mindset shift across broader organizations. You will lead a distributed team across multiple geographies, driving discipline in pipeline management, executive engagement, and value realization while making critical judgment calls on complex partner and customer situations. The ideal candidate brings deep partner ecosystem experience, sales management expertise, and the ability to operate at the executive level with both partners and customers. This leader must be comfortable leading a team that increasingly leverages AI to scale impact over time.

Key job responsibilities
Team Leadership & Development
- Lead, coach, and develop a high-performing global team of Partner Success Specialists, fostering a culture of customer obsession, partner collaboration, and continuous learning
- Conduct regular one-on-ones, performance reviews, and career development conversations to help team members grow their skills and advance their careers
- Recruit, hire, and onboard top talent to scale the team as business needs evolve
- Drive team engagement and retention through mentorship, recognition, and creating opportunities for professional growth
- Enable the team to effectively leverage AI agents and automation to scale their impact and efficiency over time
Sales Management & Pipeline Discipline
- Lead weekly pipeline calls to review partner and customer engagement opportunities, forecast outcomes, and identify risks and mitigation strategies
- Establish clear goals, quotas, and success metrics for the team, ensuring alignment with broader ASP and AWS objectives
- Implement and maintain rigorous pipeline hygiene practices, ensuring accurate forecasting and reporting on PLCS engagements
- Analyze performance data and metrics to identify trends, optimize resource allocation, and drive continuous improvement
Partner & Customer Engagement
- Build and maintain executive relationships with strategic partners, engaging at the C-suite level to build trust and drive long-term collaboration
- Make judgment calls on complex partner or customer situations, providing guidance to PSS team members when conflicts or open questions arise
- Collaborate with partners to co-create customer success strategies that deliver measurable business value and drive incremental AWS consumption
- Build and maintain trusted relationships with partner leadership teams, understanding their business models and aligning on mutual success criteria
Value Realization & Customer Outcomes
- Drive the primary success metric: number of partner led customer engagements that deliver measurable business value to customers
- Provide feedback from partners and customer engagements to enable continuous improvement of PLCS assets and methodologies
- Champion the creation of case studies and referenceable customers that showcase PLCS success stories
- Track and report on incremental consumption and usage driven through PLCS engagements
Cross-Functional Collaboration
- Partner with AWS account teams, including Account Managers (AMs) and Solutions Architects (SAs), to ensure alignment at the customer level and orchestrate resources to drive customer outcomes
- Partner with AWS partner management teams, including Partner Development Managers (PDMs), Partner Solutions Architects (PSAs), and Partner Success Managers (PSMs), to ensure alignment at the partner practice level and enable smooth transitions once partner readiness on business is established
- Collaborate with domain-level Customer Success teams to share insights and best practices
- Work with marketing and communications teams to amplify partner success stories and build awareness of PLCS capabilities
- Engage with AWS leadership to share insights, report on program performance, and advocate for resources and support
Innovation & Change Leadership
- Embrace the ambiguity of building a new capability at AWS, demonstrating comfort with creating and learning in an emerging space
- Drive a mindset shift across broader AWS organizations about the value and impact of PLCS
- Champion the adoption of AI agents and automation to scale team effectiveness and cu