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Job Details
Posted date: Mar 03, 2026
Location: Seattle, WA
Estimated salary: $201,000
Range: $140,000 - $262,000
Description
This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.Amazon Web Services (AWS) is the pioneer and recognized leader in cloud computing. AWS customers transform and reinvent their businesses through the cloud and the AWS Partner Network (APN) is helping to dramatically accelerate that innovation, with more than 140,000 partners in more than 150 countries. More than 90% of Fortune 100 companies and the majority of Fortune 500 companies utilize AWS Partner solutions and services.
The APN Customer and Partner Engagements team is seeking an experienced Principal WW Partner Selling GTM Leader to lead the go-to-market strategy for how AWS partners sell with AWS. Where other members of the team own the strategy and direction for their respective domains, this role translates that collective vision into a cohesive, scalable worldwide go-to-market plan and partners with our global teams to develop and execute in-region approaches that reflect local market dynamics while maintaining global consistency.
The go-to-market scope is two-sided. On one side, it spans the full "Selling with AWS" motion: how partners position and message AWS co-sell capabilities to customers, how they run campaigns and events that drive adoption, and how they scale their AWS business through agent-led efficiency, human-led collaboration, and product-led growth. On the other side, it encompasses driving adoption of the partner tooling and capabilities that make partner sales teams more productive, ensuring partners are not just aware of what AWS has built but are actively using it to change how they sell. This role is responsible for making both sides of that motion real in every geography, through the content, campaigns, sales plays, and field execution that turn strategy into outcomes.
The ideal candidate is highly curious, passionate, and data-driven, one who can dive deep to optimize performance and solve complex problems across a global partner ecosystem. You have relentlessly high standards and obsess over partner outcomes. You are equally comfortable operating at the strategic level with senior executives as you are rolling up your sleeves to drive execution in the field. You thrive in ambiguous, fast-paced environments and have a proven track record of building strategies and execution motions that scale.
Key job responsibilities
- Lead the worldwide go-to-market strategy for how AWS partners sell with AWS, developing a cohesive, scalable plan that drives measurable partner and revenue outcomes globally
- Drive adoption of partner tooling and capabilities, developing the go-to-market approach that moves partners from awareness to active use of the tools and integrations AWS has built to transform how they sell
- Partner with geo teams across NAMER, EMEA, APJ, and LatAm to translate global strategy into local market realities, partner ecosystems, and field priorities
- Own campaign strategy and execution across partner selling and tooling adoption initiatives, including partner targeting, content delivery, and performance measurement across events, digital, and field motions
- Build scalable mechanisms for content creation and localization, developing the sales plays, messaging guides, and market-ready assets that equip partner sales teams to engage customers and adopt AWS capabilities in every geography
- Define and track the metrics and KPIs that measure go-to-market effectiveness, delivering regular business reviews to AWS senior leadership on progress and roadblocks
- Drive external thought leadership through speaking engagements, industry events, and written content, bringing market signals back to worldwide teams to inform investment priorities
- Develop GTM capability across the team, building the coaching structures and learning paths that grow go-to-market fluency and enable end-to-end strategy execution
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.
Qualifications
- 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience- Experience influencing innovation through a partner ecosystem with either solutions or programs that have demonstrated success at enterprise customers
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience influencing internal and external stakeholders
- Bachelor's degree
Extended Qualifications
- 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience- MBA
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). 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 Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 193,700.00 - 262,000.00 USD annually
USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually