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 140k 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. Would you like to help drive go-to-market excellence with consulting partners and system integrators through the Small Business Acceleration Initiative (SBAI)? The APN Customer and Partner Engagements team is seeking an experienced candidate to lead the GTM System Integrator Strategy & Expansion for SBAI. As the GTM System Integrator Strategy & Expansion Lead, you will establish scalable processes and best practices that accelerate customer acquisition and launches through consulting partners and system integrators, while leading geographic and business unit expansion of the SBAI motion, including future indirect selling scenarios beyond current scope. This ideal candidate is highly strategic, operationally excellent, and partner-focused, one who can design and implement repeatable GTM frameworks that enable system integrators to drive SMB customer acquisition at scale. You have relentlessly high standards and obsess over creating mechanisms that work across diverse geographies and business units. You are equally comfortable developing global strategy as you are rolling up your sleeves to establish best practices with individual SI partners. This role has a global responsibility, and you will influence and collaborate with a wide variety of AWS leaders including SBAI program leaders, executives across AWS Global Sales (AGS) and AWS Specialists and Partners (ASP), as well as regional leaders, system integrator executives, and operations teams. You are passionate about building the foundation for indirect selling expansion, leveraging partner capabilities, and creating scalable frameworks that enable revenue growth through the SI ecosystem. Position available and relocation provided for candidates in Seattle, San Francisco, Los Angeles, Chicago, Dallas, Austin, Atlanta, DC, New York, Boston Key job responsibilities - Develop and execute comprehensive GTM strategy for system integrator engagement within SBAI, establishing scalable processes, playbooks, and best practices that accelerate customer acquisition and opportunity launches across consulting partners and SIs - Lead geographic expansion of SBAI motion into new territories and regions, working with regional leaders to adapt the partner-led model while maintaining program consistency and effectiveness - Drive business unit expansion strategy, identifying opportunities to extend SBAI frameworks beyond SMB-Small into ISV, Startup, Public Sector, and other customer cohorts, including designing future indirect selling scenarios - Establish and optimize SI partner engagement models, including capacity and capability frameworks specific to different customer segments, partner types, and geographic markets - Build strong relationships with system integrator executives and practice leaders, understanding their business models and co-developing solutions that align AWS growth objectives with SI strategic priorities - Create and maintain comprehensive GTM toolkits, including partner playbooks, enablement materials, success metrics, and operational frameworks that can be replicated across geographies and business units - Work closely with SBAI program team, Partner Core leaders, and field teams (PTMs, PDMs, PSMs) to ensure successful implementation of SI strategies and gather feedback for continuous improvement - Drive cross-organizational alignment across AGS, ASP, Marketing, and Operations to ensure SI expansion initiatives are supported with appropriate resources, systems, and incentives - Develop business cases and ROI models that demonstrate the value of SI-led customer acquisition, securing executive support and investment for expansion initiatives - Monitor and analyze SI performance metrics, identifying trends, opportunities, and areas for optimization to continuously improve partner effectiveness and program outcomes 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. Basic Qualifications - 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience - 3+ years of program or project management experience - Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization - Experience using data and metrics to determine and drive improvements - Proven track record of designing and scaling GTM programs across multiple geographies or business units Preferred Qualifications - Experience leading change in multiple site environments and influenceing those that are not direct reports or within your organization - Experience in analyzing data to drive decisions - Master of Business Administration, or Associate's degree or above - Experience in partner strategy, alliances, business development, or GTM program management for a large technology firm - Deep understanding of cloud-based technologies and partner ecosystems, particularly system integrator business models - Experience with AWS Partner Network (APN) programs or similar partner programs at scale - Track record of successfully launching and scaling partner programs across multiple geographies 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 - 101,600.00 - 177,800.00 USD annually USA, CA, Santa Clara - 101,600.00 - 177,800.00 USD annually USA, GA, Atlanta - 92,400.00 - 160,000.00 USD annually USA, IL, Chicago - 92,400.00 - 160,000.00 USD annually USA, MA, Boston - 92,400.00 - 160,000.00 USD annually USA, NY, New York - 101,600.00 - 177,800.00 USD annually USA, TX, Dallas - 92,400.00 - 160,000.00 USD annually USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually USA, WA, Seattle - 92,400.00 - 160,000.00 USD annually