Senior Partner Development Manager – Distribution Partners Germany, EMEA Partner Organization

Key job responsibilities

Partner Management & Strategy

• Own end-to-end relationships with Authorised Distribution and Systemhaus Partners in Germany.
• Develop and execute joint business plans aligned to AWS go-to-market and EMEA strategy.
• Drive QBRs and cadence meetings with partner leadership at VP/CXO level.
• Grow distributor-attributed and AWS Marketplace revenue YoY.
• Pursue new routes-to-market and "Power of Three" collaboration.

Revenue & Performance Management

• Own revenue targets for the German channel, including resell and influenced revenue.
• Monitor distributor performance: revenue, recruitment, enablement, pipeline.
• Produce monthly partner reports from internal dashboards.
• Analyse trends, flag risks/opportunities, drive action plans.
• Track Partner Attributed Revenue and ensure accurate attribution.

Program Design & Execution

• Act as the voice of distribution into AWS program design discussions, representing field-level feedback on attribution models, incentive structures, and partner programs.

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• Ensure distributors are enabled on launches and policy changes.

Enablement & Ecosystem Growth

• Recruit, onboard, and activate new resellers into the channel.
• Align with PDMs and Account Managers across direct, distribution, and "Power of Three" motions.
• Drive technical enablement (AI, Migration, Data & Analytics); support co-sell/co-marketing.

Cross-Functional Collaboration

• Align Germany execution with EMEA Scale & Distribution strategy.
• Collaborate with Sales, Marketing, Partner Solutions Architects, Operations.

About the team

The Distribution team sits within the Amazon Partner Organisation in Germany & Europe Central, focused on extending AWS's reach through established distributor communities to serve the Commercial Sector at scale. You'll be part of a collaborative, high-performing team that values customer obsession, partner obsession, and execution excellence.

## Basic Qualifications

• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience presenting to both technical and non-technical executive audiences
• Minimum 6 years of channel experience, with specific distribution, indirect channel or reselling background
• German and English business fluent
• Cloud and/or digital transformation experience — understanding of cloud business models, consumption economics, and partner ecosystems
• Proven ability to manage breadth over depth — portfolio management across 30+ partners through leverage and prioritisation
• Strong commercial acumen: pipeline management, forecasting, and revenue accountability
• Demonstrated stakeholder management across complex, matrixed organisations

## Preferred Qualifications

• Direct experience with IT distribution (Ingram Micro, TD SYNNEX, Arrow, ALSO) or Systemhaus channel (Bechtle, Cancom, Computacenter)
• AWS or hyperscaler partner programme experience
• Experience with CRM systems and pipeline analytics (Salesforce preferred)
• Understanding of software marketplace transaction models and cloud procurement
• Track record of building new coverage models or channel motions from scratch
• Familiarity with German SMB and mid-market IT landscape

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build.

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Source: Statistisches Bundesamt (Destatis), table; dl-de/by-2-0; StarIn's calculation