AWS ISV Partnership Manager

Job Description – AWS ISV Partnership Manager

Location: Pune, India

Travel Requirement: International travel (must hold valid US B1/B2 visa)

Role Overview

We are seeking an experienced AWS ISV Partnership Manager to own and scale our strategic engagement with Amazon Web Services (AWS). This individual will manage our ISV Accelerate, Marketplace, and ACE program tracks, build strong field relationships with AWS sales teams, and drive co-sell opportunities that expand revenue in North America and global markets.

Key Responsibilities

1.AWS Partnership Mobilization

• Drive successful enrollment and execution of the AWS ISV Accelerate Program, ensuring compliance with program requirements (Marketplace listings, ACE opportunities, training certifications).
• Manage our AWS Marketplace presence, including listing optimization, private offers, and transaction workflows.
• Ensure ACE pipeline hygiene: create, track, and launch qualified opportunities.

2.Co-Selling with AWS

• Build trusted relationships with AWS Partner Development Managers (PDMs), Partner Sales Managers (PSMs), and Account Managers to align opportunities.
• Jointly pursue customer accounts with AWS field teams, ensuring our solutions are positioned in AWS-led sales motions.
• Leverage the SaaS Co-Sell Benefit to incentivize AWS sellers .

3.Sales Enablement & GTM

• Create and maintain Field Ready Kits (FRKs) and First Call Decks aligned with AWS messaging.
• Support GTM campaigns including joint marketing, thought leadership, and AWS-sponsored industry events.
• Track KPIs such as launched ACE opportunities, Marketplace transactions, and co-sell influenced revenue.

4.Operational Excellence

• Maintain governance of AWS partnership dashboards, reports, and deal registrations.
• Act as the primary liaison with AWS alliance teams, ensuring compliance with AWS processes, NDA/legal requirements, and deal registrations.
• Educate internal sales and delivery teams on AWS partnership mechanics.

Qualifications

• Experience: 6–10 years in cloud partnerships / alliances with at least 3+ years managing AWS relationships (Marketplace, ACE, ISVA preferred).
• Certifications: AWS Partner Accreditation (Co-Sell, Business Professional, or equivalent) strongly preferred.

Skills:

• Strong understanding of AWS sales structure (#OneTeam, PDM, PSM, AM, SA roles).
• Proven track record in co-selling with hyperscalers (preferably AWS, Azure, or GCP).
• Excellent program management, relationship building, and cross-functional coordination skills.

Travel: Must hold a valid US B1/B2 visa for travel to AWS and customer meetings.

Education: Bachelor's degree in Business, Technology, or related field; MBA preferred.

Skills Required
Aws