Partner Development Manager, MENAT GSI and Distribution Partnerships – Amazon

This is a partnerships role within Amazon Web Services, focused on Global Systems Integrators (GSIs) and distribution partners across the MENAT region (Middle East, North Africa and Turkey). The Partner Development Manager grows and manages relationships with partners who help bring AWS to customers ranging from small and mid-market accounts up through large enterprise and public-sector buyers.

The work is relationship- and strategy-driven: identifying which partners to invest in, building joint business plans with them, enabling their teams to sell and deliver AWS effectively, and tracking the pipeline that comes through those partnerships. There’s a strong cross-functional element too, coordinating with AWS sales, marketing and solution architecture teams to make sure partner-sourced opportunities actually convert.

It suits someone with a background in channel or partner management, ideally with cloud, IT distribution or enterprise technology experience, who is comfortable operating at the intersection of sales strategy and relationship management rather than doing direct quota-carrying sales themselves.

Given AWS’s growth trajectory in the region and the importance of GSIs and distributors in reaching public-sector and large enterprise accounts, this role carries real strategic weight within AWS’s regional go-to-market.

Partnerships with GSIs and distributors are one of the main ways AWS scales its reach beyond what its direct sales force can cover on its own, particularly for large enterprise and public-sector deals that often require a systems integrator to design and deliver the full solution. A Partner Development Manager who builds strong, well-enabled partner relationships directly expands the addressable market AWS can serve in MENAT, especially in segments where government and enterprise buyers prefer to work through established integrators rather than directly with a cloud vendor. The role also acts as a feedback loop between partners and AWS's internal teams, surfacing where partners need better enablement, pricing support or technical resources to close deals. Because GSI and distribution relationships tend to be long-term and strategic rather than transactional, the quality of relationship management in this role compounds over time: a well-managed partner becomes more productive and more loyal year over year, while a poorly managed one quietly under-delivers. In a region where AWS is still building out its enterprise and public-sector footprint, this role is a meaningful lever on how fast that growth happens.

This role sits at a genuinely strategic layer of AWS's regional business, and that gives the person in it exposure most individual sales or account roles don't offer: visibility into how a major cloud provider thinks about regional go-to-market, channel economics and enterprise ecosystem building. Working across GSIs, distributors and internal AWS teams builds strong cross-functional influence skills, since success depends on aligning multiple parties who don't report to each other toward a shared commercial outcome. It's also a strong grounding in enterprise and public-sector sales dynamics in MENAT, a market with its own procurement norms and relationship expectations that are valuable to understand deeply. People who do well in partner development roles at major cloud or tech companies tend to be well positioned for senior channel leadership, regional go-to-market strategy roles, or even a move into enterprise sales leadership, because they've already learned to operate at the ecosystem level rather than just the account level. The AWS brand and network exposure that comes with the role also tends to open doors elsewhere in the tech industry, since partner and alliance experience at a top-tier cloud provider is well recognized across the broader enterprise technology landscape. It's also worth noting that experience gained in a role like this tends to read well on a CV precisely because it shows a candidate can operate within a structured, process-driven organization, which many employers specifically look for when hiring for their next level of responsibility.

• Experience in channel, alliance or partner management, ideally within cloud, IT distribution or enterprise technology
• Understanding of how Global Systems Integrators and distribution partners operate commercially
• Experience building joint business plans and managing partner pipelines
• Strong stakeholder management skills across sales, marketing and technical teams
• Comfort working with enterprise and public-sector buying cycles
• Bachelor’s degree; an MBA or equivalent is a plus but not essential
• Familiarity with cloud computing concepts and the competitive landscape is highly beneficial