Partner Territory Manager, Indirect Sales

Partner Territory Manager, Indirect Sales

Job  | Amazon Web Services, Inc.

You won’t find a role quite like this one. As a Partner Territory Manager, you’re not just managing accounts — you’re building the engine that helps small and mid‑market businesses move to the cloud. You’ll work side by side with a portfolio of channel partners, helping them grow their AWS practice, win new customers, and close deals that actually move the needle.

The problems you solve are real: partners who need a strategy, customers who need a path forward, and a territory that needs someone who can connect the dots.

Most sales roles put you in front of one customer at a time. Here, you multiply your impact by working through partners — meaning every relationship you build, every deal you coach, and every strategy you develop ripples out across dozens of customers ’ll have the autonomy to shape your territory, the data to back your decisions, and the cross‑functional support of a team that’s invested in your success.

• Own the territory – set strategy, manage partner portfolio, and drive revenue and customer acquisition from pipeline to launch.
• Be the partner’s go‑to advisor – help them navigate AWS programs, funding opportunities, and go‑to‑market plays.
• Run the business like a GM – use data, business reviews, and forecasting to stay ahead of trends, surface risks early, and maintain momentum.
• Collaborate across teams – work closely with Partner Success Managers, Migration BDs, and Customer Success reps to align on client needs and how partners can deliver.
• Coach and enable partners – improve pitches, deepen AWS solution knowledge, and leverage programs like MAP and APFP.
• Maintain pipeline – audit opportunity and pipeline data in Salesforce and contribute to territorial reporting.
• Drive partner performance reviews – conduct regular reviews using data‑driven mechanisms (e.g., monthly 2x2 reporting) to track progress and forecast.

• 3–5+ years in channel sales, partner management, or technology sales.
• Track record of hitting or exceeding revenue targets in a territory‑based role.
• Comfort using data to tell a story and drive decisions.
• Strong relationship‑building instincts and ability to earn trust quickly.
• Familiarity with cloud technology and the partner ecosystem (AWS experience is a plus).

• 5+ years experience in channel sales, partner management, or technology sales.
• Consistently meeting or exceeding revenue targets.
• Experience managing complex partner portfolios and driving results across multiple accounts.
• Ability to develop and execute territory strategy with minimal direction.
• Comfort owning full business review cycle: pipeline management, forecasting, performance tracking, leadership reporting.
• Experience with funding programs, co‑sell motions, or partner incentive structures (e.g., MAP, APFP). Strong plus.
• Data and analytical skills: analyse performance data, identify trends, translate insights into partner strategies.
• Proficiency with CRM tools (Salesforce preferred) and business intelligence dashboards.
• Experience using data‑driven mechanisms such as 2x2 reporting or monthly business reviews.
• Leadership & influence: influence without authority, align cross‑functional stakeholders, coach partners or junior team members.
• Comfort presenting to leadership and communicating complex business updates clearly.
• Technical knowledge: solid understanding of cloud technology and the AWS partner ecosystem.
• Familiarity with AWS go‑to‑market programs.

• Experience in business development and building strong client relationships.

The base salary range for this position is $92,400.00 – $ USD annually. Your Amazon package will include sign‑on payments, restricted stock units (RSUs), and sales incentives. Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans), EAP, Mental Health Support, Medical Advice Line, Flexible…