partner development manager, emea central apo

This is the next-generation PDM role where AI fluency isn't a nice-to-have — it's core to the job. We're looking for someone who can harness AI tools and insights to drive smarter, faster, and more impactful partnerships across CEE.

The role sits within the AWS Partner Organization (APO), focused on building and scaling strategic relationships with Partner ecosystem to realize the vision of making Partners default choice for customers across CEE: orchestrating partner-led cloud transformation at scale.

What makes this "of the future":

AI-native approach to partner management — using AI to identify market opportunities, optimize joint GTM strategies, and accelerate pipeline generation
Driving partners beyond traditional migration and modernization into GenAI-led customer engagements
Leveraging data and AI tooling to build smarter Partner Business Plans that dynamically align partner capabilities with evolving market demand
Enabling partners to have AI-informed C-suite conversations on cloud transformation
The fundamentals remain: own end-to-end partner relationships, hit revenue and pipeline targets, build C-level trust, and influence without authority across a complex ecosystem of AWS sales, SA, marketing, and ProServe teams. But the expectation is that the right candidate amplifies all of this through AI fluency — working faster, seeing patterns others miss, and helping partners do the same.

This is a role for someone who thinks strategically about indirect sales models, executes with precision, and sees AI as the multiplier that transforms how partnerships drive customer outcomes in CEE.

We are open to hiring candidates to work out of one of our CEE officed.

Key job responsibilities
Strategic Partner Management

Own and manage strategic relationships with Tier 1 partners in CEE, serving as the primary point of contact and trusted advisor
Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with market opportunities and drive measurable business outcomes — leveraging AI-driven insights to identify whitespace, prioritize accounts, and optimize partner engagement strategies
Build and maintain C-level and VP-level relationships with partner organizations, orchestrating executive engagement and strategic business reviews
Develop partnerships to expand market, segment, and verticals capability depth across CEE, with a focus on AI/GenAI-led transformation opportunities
Identify and cultivate intersection points between partners, ISVs, and Distribution channels — creating multi-partner motions that combine delivery capability with ISV solutions and distributor reach to unlock new customer segments
Go-To-Market Development

Design and execute Joint Go-To-Market (JGTM) strategies with partners, including AI-powered solution development, market positioning, and data-driven demand generation campaigns
Enable partners to develop industry-specific and workload-specific solutions — with emphasis on GenAI use cases — that address customer needs in key verticals and segments across CEE
Orchestrate tri-party GTM plays that bring together partners, ISVs, and Distributors — packaging ISV solutions with partner implementation services and leveraging distribution networks to scale across CEE markets
Coordinate with internal field sales teams to ensure seamless partner collaboration on customer opportunities, using AI tooling to surface joint pipeline insights and drive outcomes faster
Partner Capability Development

Assess partner technical capabilities and create development roadmaps to build competencies in priority areas: Migration, Modernization, GenAI, AI/ML, and industry solutions
Support partners in building repeatable AI-infused practices, accelerators, and IP that differentiate their offerings and unlock new customer value
Champion AI fluency within the partner ecosystem — helping partners upskill their teams to lead AI-first customer conversations and solution design
Enable partners to build delivery practices around key ISV platforms on AWS, creating scalable solution bundles that distributors can take to market across CEE's diverse sub-regions
Business Planning & Execution

Develop annual and quarterly business plans and reviews with quantifiable goals for revenue, pipeline, certifications, and customer outcomes — using AI analytics to track performance and dynamically adjust strategy
Manage partner funding requests and investments, ensuring ROI and alignment with business objectives — including joint investments that span partner, ISV, and Distribution ecosystems
Collaborate with cross-functional teams (sales, marketing, solutions architecture, professional services) and adjacent partner teams (ISV PDMs, Distribution PDMs) to deliver integrated partner success across CEE
Ecosystem & Program Leadership

Contribute to the development of regional partner programs, playbooks, and best practices for the EMEA Central region, embedding AI-first methodologies into partner engagement frameworks
Drive the convergence of partner, ISV, and Distribution ecosystems in CEE — building repeatable models where distribution amplifies partner+ISV solutions to reach mid-market and SMB customers at scale
Share insights and learnings across the broader PDM community to drive continuous improvement, including how AI tools and multi-partner ecosystem plays can scale partner management effectiveness

A day in the life
Your day will be a dynamic blend of strategic relationship building, collaborative planning, and technology innovation. You'll engage with system integrator partners, design breakthrough partnership strategies, and translate complex technological visions into actionable business plans. You'll leverage data and analytics to track performance across multiple dimensions: segments, verticals, horizontals and collaborate with various teams. Working backwards from partner business models, you'll help them understand how to maximize their AWS revenue streams and open new ones.

About the team
You will join the EMEA Central Partner Organization, a high-performing team responsible for driving partner success across Germany, ALPS (Austria, Switzerland), and CEE markets. Our team is focused on scaling partner-led growth, developing innovative go-to-market strategies, and building the capabilities that enable partners to deliver exceptional customer outcomes. You will work closely with field sales, solutions architects, marketing, and partner sales teams to drive results.

Reporting Structure: This role reports to the Partner Development Manager Lead for EMEA Central.

Basic Qualifications

- 5+ years of experience in partner management, channel sales, or business development in the technology sector
- Demonstrated AI fluency — comfortable using AI tools and applying AI-driven approaches to business planning, pipeline analysis, and partner engagement
- Strategic thinking with the ability to translate market trends into actionable partner strategies
- Proven ability to influence without authority across matrixed organizations
- Experience developing and executing go-to-market strategies with partners
- Strong business acumen with track record of delivering against revenue and pipeline targets
- Excellent communication skills — able to engage credibly from practitioner to executive level

Preferred Qualifications

- -Experience with enterprise sales cycles and complex deal structures involving multiple partners
- -Background in cloud or digital transformation initiatives
- -Familiarity with ISV and Distribution partner models and how they intersect with consulting/delivery partners
- -Experience working across diverse markets or sub-regions (CEE experience a plus)
- -AWS or cloud certifications