Would you like to be part of a team that is redefining the IT industry for the WW Public Sector market? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for an experienced Director to lead our Global System Integrator (GSI) strategy and execution. This is a highly visible, quota-carrying role serving as the primary executive responsible for building and managing relationships with top-tier system integrator, driving joint go-to-market strategies, and delivering measurable business outcomes across the global public sector. This role carries direct revenue accountability for GSI-influenced and GSI-sourced public sector opportunities, with annual quota targets aligned to organizational growth objectives. They will lead a team responsible for partner enablement, co-innovation, and revenue acceleration through strategic GSI relationships.

The ideal candidate will have an entrepreneurial mindset with proven experience building and scaling partner ecosystems while consistently meeting or exceeding sales targets. They will bring a strong business acumen, exceptional strategic thinking, executive communication skills, and the ability to influence without authority across complex organizational structures. This leader will have extensive experience in the system integrator ecosystem, deep understanding of cloud computing and digital transformation, and a record of building and managing high-performing teams while delivering against revenue goals.

Key job responsibilities
Strategic Partnership Leadership: Define and execute global GSI strategy for WWPS Partners, identifying priority partners and growth opportunities. Build executive relationships with GSI C-suite leaders to establish AWS as the preferred cloud provider. Develop multi-year strategic roadmaps aligned to mutual business objectives and revenue targets.

Quota Achievement and Revenue Growth: Own and deliver annual revenue quota for GSI-influenced and GSI-sourced public sector business. Establish pipeline coverage models and forecast accuracy requirements. Monitor and report on quota attainment, pipeline health, and revenue forecasts.

Joint Business Planning and Pipeline Development: Lead joint business planning with GSI partners to identify and qualify pipeline opportunities. Establish quarterly business reviews to track progress against revenue commitments. Drive deal acceleration and negotiate strategic agreements including commercial terms, co-investment models, and performance metrics.

Team Leadership: Build, mentor, and lead a high-performing, quota-carrying team of partner managers and specialists. Establish team goals, performance metrics, and development plans with clear revenue accountability.

Cross-Functional Orchestration: Serve as primary interface between GSI partners and AWS internal teams (sales, solutions architecture, product, marketing, legal). Drive alignment on partner priorities and revenue opportunities across regional and global stakeholders.

Partner Enablement and Co-Innovation: Design and implement enablement programs to build GSI capabilities in AWS public sector solutions. Drive co-innovation initiatives including joint solution development, reference architectures, and industry-specific offerings.

Sales Strategy and Deal Support: Actively participate in strategic deal pursuits, providing executive sponsorship and partnership expertise. Coordinate GSI and AWS resources to win complex, high-value public sector opportunities.

Executive Reporting and Governance: Provide regular business reviews to AWS senior leadership on GSI performance, pipeline health, quota attainment, and strategic initiatives. Maintain governance frameworks to track partner commitments and revenue outcomes.

Market Intelligence and Thought Leadership: Monitor competitive landscape and GSI market dynamics to inform strategy. Represent AWS at industry events and contribute to public sector partner strategy globally.

Basic Qualifications

• Bachelor's degree
• 15+ years in technology partnerships, system integrator management, or enterprise sales with documented quota achievement
• 7+ years of people management experience, including building and leading geographically distributed, quota-carrying teams
• Track record of meeting or exceeding annual sales quotas of $100M+ through partner channels
• Experience with system integrator business models, partner economics, and organizational structures

Preferred Qualifications

• MBA or advanced degree
• Experience working with public sector customers and government procurement processes
• Experience building relationships and conducting business reviews with executive-level stakeholders
• Experience developing strategic business plans and executing tactical sales initiatives
• Experience creating written business documents and delivering presentations to executive audiences
• Experience driving cross-functional alignment in matrixed organizations
• Experience using data and metrics for business analysis and decision-making
• Experience managing sales pipelines, forecasting revenue, and tracking quota attainment

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.

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, VA, Arlington - 224,400.00 - 303,500.00 USD annually
USA, VA, Herndon - 224,400.00 - 303,500.00 USD annually