CEE Partner Development Mgr, EMEA Central APO

This is the next-generation Partner Development Manager role — one where AI fluency isn't a nice-to-have, it's foundational. We're looking for someone who can harness AI tools and insights to drive smarter, faster, and more impactful partnerships across the full CEE channel: (Global) Systems Integrators, Independent Software Vendors, and Distribution partners.

The role sits within the AWS Partner Organization (APO), focused on scaling strategic relationships across the entire partner ecosystem to realize a single vision: making Partners the default choice for customers across CEE — orchestrating partner-led cloud transformation at scale, through every route to market.

What Makes This Role "Of the Future"

• AI-native channel management — using AI to identify priorities across SI, ISV, and Distribution motions; create and execute joint GTM strategies; and accelerate pipeline generation
• Holistic channel orchestration — designing how SIs deliver, ISVs co-sell, and Distributors extend AWS reach into the long tail, ensuring these motions reinforce rather than compete with one another
• Driving partners beyond traditional migration and modernization into GenAI-led customer engagements — whether that's an SI embedding GenAI into delivery, an ISV building AI-native solutions on AWS, or a Distributor enabling the next wave of born-in-cloud partners
• Leveraging data and AI tooling to build smarter Partner Business Plans that dynamically align partner capabilities with evolving market demand — across consulting, technology, and distribution channels
• Enabling partners to lead AI-informed C-suite conversations on cloud transformation, regardless of whether they sit on the services, software, or distribution side of the ecosystem
• Shaping the Distribution multiplier — working with national and regional distributors to scale AWS adoption through their reseller networks, driving programmatic enablement, marketplace attach, and partner recruitment at breadth

• Key job responsibilities
• Own end-to-end partner relationships across SI, ISV, and Distribution segments — building C-level trust and orchestrating multi-partner motions that combine delivery capability, software solutions, and distribution reach
• Design integrated Go-To-Market strategies spanning high-touch SI co-delivery, ISV co-sell/Marketplace motions, and scaled Distribution campaigns
• Build AI-powered Partner Business Plans that dynamically align partner capabilities with market demand, using data to identify whitespace and accelerate pipeline
• Drive partners beyond migration and modernization into GenAI-led customer engagements — enabling SIs to deliver, ISVs to build, and Distributors to scale AI solutions across CEE
• Develop partner capabilities across Migration, Modernization, GenAI, and industry solutions while championing AI fluency across the ecosystem
• Influence cross-functionally across AWS Sales, SA, Marketing, and ProServe teams

• 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

• - 5+ years of experience in partner management, channel sales, or business development in the technology sector
• - Demonstrated AI fluency — comfortable using AI tools and applying AI-driven approaches to business planning, pipeline analysis, and partner engagement
• - Strategic thinking with the ability to translate market trends into actionable partner strategies
• - Proven ability to influence without authority across matrixed organizations
• - Experience developing and executing go-to-market strategies with partners
• - Strong business acumen with track record of delivering against revenue and pipeline targets

Preferred qualifications

• - -Experience with enterprise sales cycles and complex deal structures involving multiple partners like GSI, SI, ISV, Distributors
• - -Background in cloud or digital transformation initiatives or sales or business development
• - -Familiarity with ISV and Distribution partner models and how they intersect with consulting/delivery partners
• - -Experience working across diverse markets or sub-regions (CEE experience a plus)
• - -AWS or cloud certifications
• - CEE Language as a plus

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