Partner Development Manager – Amazon Web Services – Toronto, ON

AWS Canada is on the lookout for a driven Partner Development Manager (PDM) to join the Canada Partner Team in Toronto, Ontario. This strategic role sits at the heart of AWS’s most important consulting partner relationships, giving you ownership over a portfolio of high-impact Global System Integrators (GSIs) and the mandate to accelerate cloud adoption across Canada’s enterprise market.

At its core, this position is about building trust at the senior level, generating pipeline through disciplined co-sell execution, and designing joint go-to-market strategies that move partners from reactive deal registration to proactive, seller-initiated growth. You’ll work across migration, modernization, and GenAI initiatives — collaborating with AWS sales, marketing, solutions architecture, and professional services teams to deliver meaningful outcomes for partners and customers alike.

About the Role: Partner Development Manager

As a PDM, you’ll own end-to-end relationships with a portfolio of managed consulting partners. That means developing Partner Business Plans (PBPs) that tie partner capabilities to market opportunities, running quarterly business reviews, and building multi-year strategic plans alongside partner leadership. You’ll assess portfolio health independently, surface risks early, and make sound prioritization calls without needing constant oversight.

Collaboration is central to this role. You’ll coordinate closely with internal field sales teams to ensure partners and AWS are working in lockstep on customer opportunities. Beyond that, you’ll coach partners on co-sell best practices, manage MDF investments with a sharp eye on ROI, and support partners in earning AWS competencies and certifications that unlock additional go-to-market resources. This is a role that rewards both strategic thinking and disciplined execution.

Benefits and Salary

The base salary range for this Partner Development Manager role in Toronto is $91,600 to $153,100 CAD annually. As part of Amazon’s total compensation approach, the package may also include sign-on payments and Restricted Stock Units (RSUs). Final compensation will reflect your experience, qualifications, and location. AWS offers a comprehensive benefits package including health insurance (medical, dental, vision, prescription, basic life and AD&D), a Registered Retirement Savings Plan (RRSP), a Deferred Profit Sharing Plan (DPSP), paid time off, and additional resources to support health and well-being.

Responsibilities

This role spans strategic partner management, pipeline generation, go-to-market development, and capability building — all at once. You’ll be expected to operate with a high degree of autonomy, setting the pace for how AWS and its consulting partners collaborate to win for Canadian enterprise customers.

• Own and manage a portfolio of consulting partners as the primary point of contact and trusted advisor across all aspects of the partner relationship
• Develop and execute comprehensive Partner Business Plans (PBPs) that translate strategy into measurable pipeline, launched ARR, and customer outcomes
• Build senior-level relationships with partner leadership through executive engagement, quarterly business reviews, and multi-year strategic planning
• Drive proactive pipeline generation by originating, qualifying, and advancing Amazon-Originated (AO) and Partner-Originated (PO) opportunities through the ACE co-sell motion
• Maintain rigorous pipeline hygiene across managed partners, ensuring timely updates, accurate stage progression, and clear next steps in AWSentral
• Design and execute Joint Go-To-Market (JGTM) strategies including solution positioning, demand generation, and field alignment
• Coach partners on co-sell best practices, advancing their motion from reactive deal registration to proactive, seller-initiated pipeline creation at scale
• Assess partner capabilities and build multi-quarter roadmaps to develop competencies in Migration, Modernization, GenAI, and industry solutions
• Manage partner funding and MDF investments with a high bar for ROI, aligned to joint business objectives and AWS program requirements
• Collaborate cross-functionally with AWS sales, marketing, solutions architecture, and professional services teams to coordinate partner success motions and resolve blockers

Requirements / Skills

AWS is looking for a channel-savvy operator who can think strategically about indirect sales models while still executing at a tactical level. The right candidate brings a track record of building trusted relationships with senior stakeholders and delivering results through influence — not authority. Diverse career paths are welcomed, and AWS encourages candidates to apply even if they don’t meet every listed qualification.

• 4+ years of experience in Go-To-Market, Business Development, Sales, or Consulting roles
• 3+ years of experience working with Enterprise Application Modernization and Migration technologies, including Mainframe, Serverless, Containers, or Cloud Operations
• 2+ years of experience with Data & AI technologies, including AI/ML, GenAI, Analytics, Database, and/or Storage
• Ability to explain complex technical concepts clearly to both business and technical audiences at various levels
• Experience developing strategies that influence leadership decisions at the organizational level
• Comfortable presenting to technical and non-technical executive audiences
• Proven track record of developing, leading, negotiating, and executing corporate and/or business transactions
• Preferred: Experience interpreting data and making business recommendations across leadership and cross-functional teams
• Preferred: Experience leading complex, multi-year initiatives that span business and technology

How to Apply

To apply, visit the official job posting using the link below. Make sure your resume is up to date before submitting your application.

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