What are the responsibilities and job description for the Partner Territory Manager, Indirect Sales position at Amazon Web Services (AWS)?
Description
You won't find a role quite like this one.
As a Partner Territory Manager, you're not just managing accounts — you're building the engine that helps small and mid-market businesses move to the cloud. You'll work side by side with a portfolio of channel partners, helping them grow their AWS practice, win new customers, and close deals that actually move the needle. The problems you solve are real: partners who need a strategy, customers who need a path forward, and a territory that needs someone who can connect the dots.
What sets this role apart
Most sales roles put you in front of one customer at a time. Here, you multiply your impact by working through partners — meaning every relationship you build, every deal you coach, and every strategy you develop ripples out across dozens of customers at once. You'll have the autonomy to shape your territory, the data to back your decisions, and the cross-functional support of a team that's invested in your success.
What you'll actually do
Own your territory — set the strategy, manage the partner portfolio, and drive revenue and customer acquisition goals from pipeline to launch.
Be the partner's go-to — show up as a trusted advisor who helps them navigate AWS programs, funding opportunities, and go-to-market plays.
Run the business like a GM — use data, business reviews, and forecasting to stay ahead of trends, surface risks early, and keep momentum going.
Collaborate across teams — work closely with Partner Success Managers, Migration BDs, and Customer Success reps to align on what customers need and how partners can deliver it.
Coach and enable — help partners sharpen their pitch, understand AWS solutions, and take full advantage of programs like MAP and APFP to accelerate growth.
What you bring
3–5 years in channel sales, partner management, or technology sales
A track record of hitting (and exceeding) revenue targets in a territory-based role
Comfort working with data — you use it to tell a story and make decisions, not just fill a report
Strong relationship-building instincts and the ability to earn trust quickly
Familiarity with cloud technology and the partner ecosystem (AWS experience is a plus)
What success looks like
You'll know you're winning when your partners are growing, your customers are launching on AWS, and your territory numbers reflect the work you've put in. The best PTMs don't wait for direction — they bring the plan, rally the team, and make things happen.
Key job responsibilities
Own the territory — Set the strategy, manage a portfolio of channel partners, and drive revenue attainment and customer acquisition goals from pipeline all the way through to launch.
Be the partner's go-to advisor — Serve as the primary point of contact for partners, helping them navigate AWS programs, funding opportunities (like MAP and APFP), and go-to-market plays.
Run the business like a GM — Use data, business reviews, and forecasting to stay ahead of trends, surface risks early, and maintain momentum across the territory.
Collaborate cross-functionally — Work closely with Partner Success Managers (PSMs), Migration BDs, and Customer Success reps to align on territory strategy and customer outcomes.
Coach and enable partners — Help partners sharpen their pitch, understand AWS solutions, and take full advantage of programs and funding to accelerate growth.
Maintain pipeline — Audit opportunity and pipeline data in Salesforce (SFDC) and contribute to territory reporting and leadership updates.
Drive partner performance reviews — Conduct regular reviews using data-driven mechanisms (e.g., monthly 2x2 reporting) to track progress, forecast accurately, and identify roadblocks.
Basic Qualifications
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, restricted stock units (RSUs), and sales incentives. 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, TX, Austin - 70,300.00 - 123,100.00 USD annually
USA, WA, Seattle - 80,200.00 - 123,100.00 USD annually
Company - Amazon Web Services, Inc.
Job ID: A10386472
You won't find a role quite like this one.
As a Partner Territory Manager, you're not just managing accounts — you're building the engine that helps small and mid-market businesses move to the cloud. You'll work side by side with a portfolio of channel partners, helping them grow their AWS practice, win new customers, and close deals that actually move the needle. The problems you solve are real: partners who need a strategy, customers who need a path forward, and a territory that needs someone who can connect the dots.
What sets this role apart
Most sales roles put you in front of one customer at a time. Here, you multiply your impact by working through partners — meaning every relationship you build, every deal you coach, and every strategy you develop ripples out across dozens of customers at once. You'll have the autonomy to shape your territory, the data to back your decisions, and the cross-functional support of a team that's invested in your success.
What you'll actually do
Own your territory — set the strategy, manage the partner portfolio, and drive revenue and customer acquisition goals from pipeline to launch.
Be the partner's go-to — show up as a trusted advisor who helps them navigate AWS programs, funding opportunities, and go-to-market plays.
Run the business like a GM — use data, business reviews, and forecasting to stay ahead of trends, surface risks early, and keep momentum going.
Collaborate across teams — work closely with Partner Success Managers, Migration BDs, and Customer Success reps to align on what customers need and how partners can deliver it.
Coach and enable — help partners sharpen their pitch, understand AWS solutions, and take full advantage of programs like MAP and APFP to accelerate growth.
What you bring
3–5 years in channel sales, partner management, or technology sales
A track record of hitting (and exceeding) revenue targets in a territory-based role
Comfort working with data — you use it to tell a story and make decisions, not just fill a report
Strong relationship-building instincts and the ability to earn trust quickly
Familiarity with cloud technology and the partner ecosystem (AWS experience is a plus)
What success looks like
You'll know you're winning when your partners are growing, your customers are launching on AWS, and your territory numbers reflect the work you've put in. The best PTMs don't wait for direction — they bring the plan, rally the team, and make things happen.
Key job responsibilities
Own the territory — Set the strategy, manage a portfolio of channel partners, and drive revenue attainment and customer acquisition goals from pipeline all the way through to launch.
Be the partner's go-to advisor — Serve as the primary point of contact for partners, helping them navigate AWS programs, funding opportunities (like MAP and APFP), and go-to-market plays.
Run the business like a GM — Use data, business reviews, and forecasting to stay ahead of trends, surface risks early, and maintain momentum across the territory.
Collaborate cross-functionally — Work closely with Partner Success Managers (PSMs), Migration BDs, and Customer Success reps to align on territory strategy and customer outcomes.
Coach and enable partners — Help partners sharpen their pitch, understand AWS solutions, and take full advantage of programs and funding to accelerate growth.
Maintain pipeline — Audit opportunity and pipeline data in Salesforce (SFDC) and contribute to territory reporting and leadership updates.
Drive partner performance reviews — Conduct regular reviews using data-driven mechanisms (e.g., monthly 2x2 reporting) to track progress, forecast accurately, and identify roadblocks.
Basic Qualifications
- - Ability to analyze performance data, identify trends, and translate insights into actionable partner strategies
- - Proficiency with CRM tools (Salesforce preferred) and business intelligence dashboards
- - Experience using data-driven mechanisms (e.g., 2x2 reporting, monthly business reviews) to manage territory health
- - Experience coaching or mentoring partners or junior team members to improve performance
- - Technical Knowledge
- - Familiarity with AWS go-to-market programs and how partners leverage them to drive customer outcomes
- - Experience in business development and building strong client relationship
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, restricted stock units (RSUs), and sales incentives. 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, TX, Austin - 70,300.00 - 123,100.00 USD annually
USA, WA, Seattle - 80,200.00 - 123,100.00 USD annually
Company - Amazon Web Services, Inc.
Job ID: A10386472