Head of NAMER Partner Sales Strategy, AWS Partner Sales

Key job responsibilities
Operating Model Design & Evolution
You will design and evolve the GTM framework that governs how NAMER partner sales operates. This includes coverage models, sales play architecture, inspection cadences, and the mechanisms that translate strategy into PSL execution. You will stress-test the operating model against organizational priorities, identify drift patterns, and propose structural changes when the model no longer serves NAMER's growth objectives. You will work with divisional Partner Sales Leaders to ensure clarity on role boundaries, inspection logic, and escalation thresholds. Your work here sets the standard for how partner sales operates across the Geo.

Critical Inputs to NAMER Inspection Cadences
You will generate the strategic analytics and performance signals that inform all NAMER inspection cadences, including WBR, IPMM, MBR, Top Deals, MFR, and Forecast. For each cadence, you will prepare decision-ready briefs that surface the information leadership needs to govern and make course corrections. You will work with Sales Operations to ensure cadence logistics run smoothly while maintaining focus on the business signals that matter. Your analytical work will enable faster, more rigorous leadership decision-making.

Cross-Functional Accountability & Governance
You will work with AMER Partner Development (Consulting and Technology) leadership to ensure shared accountability with Geo and Division revenue outcomes. You will drive partner development investment aligned to NAMER division needs, support partner business/geo account and territory planning, influence top-of-funnel pipeline campaign builds and execution, govern partner-first and partner-led sales motion interlock with field sales leadership, and ensure cross-organizational escalation accountability to remove deal blockers and accelerate win rates.

Cross-Functional Goal Design & Cascade
You will influence quota methodology, partner-attached goal design (including field sales cascade), and compensation frameworks that align PSM and field seller behavior with partner-led growth strategy. Partner Sales Operations owns execution of partner sales goal setting and cadence. You will work with Partner Sales Operations and Field Sales Operations to design the logic of how NAMER goals cascade into division expectations and how partner-attach expectations flow to field sellers who do not have direct PSM coverage. Your work here ensures that partner-led growth becomes a structural expectation of the entire field sales organization, not just a PSM responsibility.

Data Governance & Analytics Infrastructure
You will define pipeline standards, funnel definitions, forecasting methodology, and KPIs that enable faster, data-driven leadership decision-making across NAMER. You will establish what constitutes qualified partner pipeline, what stage progression signals mean, and what metrics tell leadership whether a partner motion is working at scale. You will work with Sales Operations to translate these definitions into operational reality and with divisional leaders to ensure consistent application.

Revenue Operations Partnership
You will partner with Sales Operations to operationalize strategic frameworks. You set strategic requirements and performance standards; Sales Operations executes and maintains operational responsibility for cadence logistics, data governance, and systems integrity. The two functions operate as a flywheel to ensure strategy turns into measurable execution and can be continually improved.