Partner Solutions Architect Manager, Startups & Distributors

Are you passionate about helping startup software companies scale globally using the cloud? What about helping Distributors scale through their downstream resellers? We're looking for an experienced and technically strong people manager to lead two Partner Solutions Architect (PSA) teams. This role owns the technical strategy, team development, and partner engagement for:

• Startup PSAs: A team of Partner Solutions Architects who support Startup ISV Partners to co-build solutions on AWS, co-sell through AWS Marketplace, and scale globally across AWS Regions
• Distributor PSAs: A team of Partner Solutions Architects supporting AWS Distribution Partners, driving technical enablement, solution design, and scale motions through the distribution channel.

Key job responsibilities

• Technical Strategy & Enablement

• Set the technical vision and strategy across both teams, identifying common enablement needs and opportunities for shared tooling and mechanisms.

• Stay current on AWS services and industry trends to inform partner technical guidance.

• Build mechanisms to measure and improve partner technical outcomes (e.g., certifications, validated designs, customer wins).

• Stakeholder & Partner Engagement

• Serve as a senior technical voice to partner executives, building trusted advisor relationships at the CTO/VP Engineering level.

• Represent partner technical needs internally, influencing AWS service teams, programs, and product roadmaps.

• Partner cross-functionally with Sales, Marketing, Training, and Professional Services to drive holistic partner success.

• Present at partner events, executive briefings, and industry forums to elevate AWS partner technical thought leadership.

• Operational Excellence

• Define and track team goals and performance metrics aligned to organizational priorities.

• Recruit, hire, and retain top technical talent; build a diverse, inclusive, and high-performing team culture.

• Establish scalable operating rhythms, reporting mechanisms, and continuous improvement practices.

• Manage resource allocation, capacity planning, and prioritization across both team charters.

About the team
The Partner Solutions Architecture (PSA) organization is the technical backbone of the AWS Partner community. PSAs work hands-on with AWS Partners to raise their technical bar, help them build differentiated solutions, and ensure customers receive world-class outcomes through the partner channel.
This dual-charter role offers a unique leadership opportunity: you will shape how AWS engages technically with both the fast-moving startup partner segment and the high-scale distribution channel. By leading across these two domains, you will develop cross-pollination strategies, identify common patterns, and build mechanisms that amplify partner impact at scale.

Basic Qualifications

• 10+ years of enterprise IT application work that includes at least 2 years of hands-on software development or DevOps engineering experience
• 2+ years of architecting/operating solutions built on any cloud service provider like Azure, AWS, GCP, OCI, etc. experience
• 8+ years of technology solutions development and evangelising end-to-end technology roadmaps that guide IT transformations toward cloud computing experience
• Bachelor's degree
• Experience leading and growing teams of senior technology professionals, ideally in customer facing roles

Preferred Qualifications

• Experience architecting, migrating, transforming or modernizing customer requirements to the cloud
• Knowledge of cloud technology partner ecosystem and related products
• Experience in a technical role within a sales organization
• Experience working in a fast-paced environment similar to a high-tech start-up
• Experience leading across multiple locales

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