DESCRIPTION:

Would you like to be part of a team that is redefining the enterprise cloud landscape in Latin America? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world-class Senior Partner Development Manager (PDM) to lead and grow our SAP partner ecosystem in Brazil.
As a Senior Partner Development Manager – SAP on AWS within Amazon Web Services (AWS), you will have the exciting opportunity to deliver on our strategy to build mind share and accelerate the adoption of AWS as the preferred cloud for SAP workloads across Brazil. You will own the development and execution of joint Go-to-Market (GTM) strategies with leading SAP System Integrators (SIs) and Global System Integrators (GSIs) operating in Brazil.
Your responsibilities will include driving executive and field relationships with top SAP partners, managing Strategic Collaboration Agreements (SCAs), and collaborate with the extended AWS team — to accelerate RISE with SAP on AWS, SAP Business Suite SaaS, SAP BTP, and SAP Business Data Cloud (BDC) opportunities.
The ideal candidate will possess both a business background that enables them to engage at the CXO level and a deep understanding of the SAP ecosystem that enables them to credibly interact with SAP practice leads, solution architects, and enterprise customers. He/she should have a demonstrated ability to think strategically about the SAP cloud transformation market, build compelling joint value propositions, and execute with discipline against defined KPIs.

Key job responsibilities

• Own the overall partner relationship and success of assigned SAP partners in Brazil, serving as the single point of contact for managed partners
• Develop and execute joint Partner Business Plans aligned to AWS SAP GTM priorities (RISE with SAP, SAP Business Suite SaaS, BTP, BDC, GenAI on SAP)
• Manage Strategic Collaboration Agreements (SCAs) and re:Scale agreements, including governance cadence, KPI tracking, QBRs, and escalation management
• Drive partner-originated (PO) pipeline creation and mature opportunities to the Qualify stage in partnership with field sales teams
• Optimize allocation of AWS partner funding programs to maximize partner investment and deal velocity
• Enable partners to build differentiated SAP practices on AWS, including RISE with SAP, GenAI, Data & Analytics, and other SAP Solutions • Coordinate funding calculations ensuring accuracy and compliance with Brazil-specific mechanisms
• Build and maintain executive relationships with partner leadership (C-suite, Practice Leads, Alliance Leads) and SAP Brazil field teams
• Represent AWS at SAP partner events
• Use data and dashboards to problem-solve, track results, and drive continuous improvement
• Work across a range from high-level strategic thinking to detailed execution, managing multiple competing priorities simultaneously
• Willingness to roll up one's sleeves to get the job done

About the team
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 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 developing, negotiating and executing business agreements experience
• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• Experience selling enterprise software or cloud-based applications
• Experience presenting to both technical and non-technical executive audiences

Preferred Qualifications

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• • Deep knowledge of the SAP partner ecosystem in Brazil, including leading SIs, GSIs, and SAP Competency Partners
• • Experience with RISE with SAP commercial models
• • Familiarity with SAP Business Technology Platform (BTP), SAP Business Data Cloud (BDC), and SAP SaaS offerings
• • Knowledge of GenAI use cases applied to SAP workloads (e.g., SAP Joule, AWS Bedrock integration with SAP)
• • Proven track record of driving partner-originated pipeline and revenue growth in the SAP ecosystem
• • Strong executive presence and ability to represent AWS at C-level partner and customer engagements
• • Experience working in a matrixed organization with cross-functional teams

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.