Canberra, Australian Capital Territory, AUSFull TimeMid-levelPosted Today
Amazon Web Services (AWS) is looking for an experienced Partner Manager to drive partner-led revenue growth across the National Security and Defence (NSD) territory within ANZ Public Sector. As a Partner Manager within AWS WWPS ANZ, you will deliver on our strategy to accelerate cloud adoption through AWS consulting and technology partners, driving measurable outcomes for Australia's defence and national security customers.
In this role, you will own the sell-with motion between AWS field teams and our partner community across the NSD vertical. You will identify, qualify, and accelerate partner-involved opportunities, bringing the voice of partners to customer discussions while channeling customer needs back to partners. You will build and execute a territory partner strategy, drive joint go-to-market plans, and work to attach the right partner to every customer opportunity, helping Australia's defence and national security customers modernise securely and at pace.
The ideal candidate has a strong background in partner sales or business development, deep familiarity with the defence and national security partner landscape, and the ability to engage credibly at both the executive and field level with partners and customers alike. Comfort operating in a security-clearance-constrained environment is essential given the territory's compliance and procurement context.
Key job responsibilities
- Own and execute the partner sales strategy for the National Security and Defence territory, driving partner-attached pipeline and revenue
- Help Australia's defence and national security customers modernise securely through partner-delivered solutions
- Drive measurable revenue impact through partner-involved opportunities; carry pipeline targets aligned with supporting AWS field sales teams
- Embed within AWS field teams as the partner expert, identifying the right partner for each customer opportunity based on capability, clearance, and fit
- Lead sell-with engagements: joint pursuit planning, partner activation, and co-sell execution with AWS partners
- Build and maintain trusted relationships with partner field sales teams, driving alignment on joint opportunities and GTM priorities
- Navigate defence-specific security clearance requirements and procurement processes
- Manage pipeline targets aligned with supporting sales teams; track and report partner-involved opportunity metrics
- Leverage AWS partner programs to accelerate partner capability and deal velocity
- Prepare and present business reviews to senior management
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
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 in the cloud.
- 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- Experience negotiating complex deals with customers and partners or equivalent
- Australian citizenship and eligibility for security clearance (NV1 minimum)
- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Knowledge of AWS or cloud technologies
- Existing relationships or credibility within Australia's defence and national security industry
- Existing security clearance (NV1 or higher) already held or recently held
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
In this role, you will own the sell-with motion between AWS field teams and our partner community across the NSD vertical. You will identify, qualify, and accelerate partner-involved opportunities, bringing the voice of partners to customer discussions while channeling customer needs back to partners. You will build and execute a territory partner strategy, drive joint go-to-market plans, and work to attach the right partner to every customer opportunity, helping Australia's defence and national security customers modernise securely and at pace.
The ideal candidate has a strong background in partner sales or business development, deep familiarity with the defence and national security partner landscape, and the ability to engage credibly at both the executive and field level with partners and customers alike. Comfort operating in a security-clearance-constrained environment is essential given the territory's compliance and procurement context.
Key job responsibilities
- Own and execute the partner sales strategy for the National Security and Defence territory, driving partner-attached pipeline and revenue
- Help Australia's defence and national security customers modernise securely through partner-delivered solutions
- Drive measurable revenue impact through partner-involved opportunities; carry pipeline targets aligned with supporting AWS field sales teams
- Embed within AWS field teams as the partner expert, identifying the right partner for each customer opportunity based on capability, clearance, and fit
- Lead sell-with engagements: joint pursuit planning, partner activation, and co-sell execution with AWS partners
- Build and maintain trusted relationships with partner field sales teams, driving alignment on joint opportunities and GTM priorities
- Navigate defence-specific security clearance requirements and procurement processes
- Manage pipeline targets aligned with supporting sales teams; track and report partner-involved opportunity metrics
- Leverage AWS partner programs to accelerate partner capability and deal velocity
- Prepare and present business reviews to senior management
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the 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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
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 in the cloud.
Basic Qualifications
- 5+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience
- Experience negotiating complex deals with customers and partners or equivalent
- Australian citizenship and eligibility for security clearance (NV1 minimum)
Preferred Qualifications
- 7+ years of business development, partner development, sales or alliances management experience- Experience in Go-To-Market, Business Development, Sales, or Consulting
- Knowledge of AWS or cloud technologies
- Existing relationships or credibility within Australia's defence and national security industry
- Existing security clearance (NV1 or higher) already held or recently held
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.