Sr. Manager Industry Leader, Partner Growth & Strategy - Industry Capability Build

Description

Amazon Web Services (AWS) is looking for a world-class partner and industry leader to manage a team of Industry Partner Development Managers (PDMs) and Partner Development Specialists (PDSs) driving strategic relationships with consulting and technology partners across Financial Services (FSI) and Healthcare & Life Sciences (HCLS) verticals. As an Industry Leader within the Partner Growth & Strategy (PG&S) team, you will own the end-to-end industry strategy for partner-led growth in two of AWS’s highest-priority verticals, operating across both the Depth and Growth motions of our Industry Capability Build (ICB) model.

This is a people management role within the PG&S team under AWS Consulting & Technology Partners, reporting to the WW Industry Leader. You will hire, develop and lead a team of industry-aligned PDMs and PDSs, setting the vision for FSI and HCLS partner growth while coaching your team to deliver against ambitious goals. In the Depth Motion, your team will serve as dedicated industry experts and portfolio managers for named strategic consulting and technology partners — engaging partner industry leadership, converging partner capability with AWS Industry priority areas, driving Agentic Process Transformation, and delivering results with anchor customers before scaling broadly. In the Growth Motion, your team will source the broader market against IBU priority signals, identify and recruit partners best positioned to deliver, win P&L owner commitment, and co-invest in net-new industry capability and solutions.

You will think strategically about business, product, and technical challenges, and build compelling value propositions that align partner capabilities with AWS’s industry strategy. You will engage senior executives, establish C-level relationships, and execute joint go-to-market plans globally. As a manager, you will be accountable for your team’s collective output, talent development, and organizational health — raising the performance bar while fostering a culture of ownership, innovation, and inclusion. This dual-motion model ensures deep strategic impact with key partners while simultaneously broadening the partner community to meet industry demand at scale.

Key job responsibilities
Build & Lead a High-Performing Industry Team
- Team & Structure — Hire, develop, and lead a team of Industry PDMs and PDSs across FSI and HCLS; define the coverage model, operating rhythm, and mechanisms that enable the team to execute across both Depth and Growth motions.
- Vision & Direction — Set the vision, goals, and strategic priorities for the FSI and HCLS industry practice; translate PG&S and AWSI direction into a clear charter your team can rally behind.
- Operating Mechanisms — Establish the mechanisms — WBRs, QBRs, pipeline reviews, partner strategy reviews — that drive accountability, surface risk early, and keep the team calibrated to business outcomes.
Industry Strategy & Mechanism Design
- Strategy Ownership — Own the end-to-end FSI and HCLS partner industry strategy: synthesize IBU priority signals, AWSI direction, and partner intelligence into a 3-year vision with measurable goals, co-created offers, and growth mechanisms.
- Heat Map Mechanism — Design and operate the Industry Priority Sales Play Heat Map — the mechanism that maps partner capabilities to priority use cases across FSI sub-verticals (Banking, Insurance, Capital Markets, Payments) and HCLS sub-verticals (Biopharma, MedTech, Payer, Provider).
- Dual-Motion Frameworks — In the Depth Motion, guide the team to build Alliance/Industry Strategy and Plan Documents for named strategic partners. In the Growth Motion, build the framework for sourcing, recruiting, and co-investing with new partners against IBU demand signals.
Senior Stakeholder & Executive Alignment
- Partner Executive Alignment — Establish and maintain C-level and VP-level relationships with key consulting and technology partners across FSI and HCLS — driving mindshare, strategic commitment, and P&L owner lean-in on AWS industry priorities.
- AWS Sales Leadership Alignment — Serve as the senior interface with AWSI Industry Business Unit leaders, AGS Industry STOs, and I&S leadership — aligning partner strategies with AWS’s industry go-to-market direction and revenue goals.
- Upward & Lateral Influence — Represent the FSI and HCLS industry practice in PG&S leadership forums, WBRs, and business reviews; advocate for investment, headcount, and strategic priorities with data-driven narratives.
- Cross-Functional Orchestration — Orchestrate alignment across Geo PDMs, I&S, AGS, AWSI, Professional Services, Marketing, and Partner Sales to ensure joint GTM plans translate into pipeline and launched revenue.
GenAI & Agentic AI Innovation Strategy
- Innovation Agenda — Set the innovation agenda for FSI and HCLS: define where GenAI and Agentic AI will create the most customer and partner value, and direct the team’s investment accordingly.
- APT as Strategy — Champion Agentic Process Transformation (APT) as a strategic lever across both verticals — establishing the mechanisms by which partners build, validate, and scale AI-native industry solutions on AWS.
- Thought Leadership — Drive thought leadership and executive storytelling: co-author industry points of view, keynote at partner and industry events, and develop case studies that establish AWS and partners as category leaders.
Scaling Mechanisms & Governance
- Governance Design — Design the governance structures — at global and geographic levels — that ensure partner solutions and offerings are visible, validated, and adopted by AWS field sellers across FSI and HCLS.
- Depth-to-Scale Mechanism — Establish the mechanisms for scaling Depth Motion wins broadly: packaging anchor-customer-validated solutions for Geo PDMs and I&S teams to activate, with clear playbooks and success criteria.
- Industry Competency & Events — Own the bar for industry competencies; drive industry events strategy (re:Invent, Symposia, Analyst Days) and interlock with AWS service teams to connect partner capability build directly to service adoption.
- Investment & Enablement Flywheels — Drive APN Program attainment, SCA strategy, and co-investment frameworks that create repeatable flywheels for partner capability building at scale.

About the team
This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.
The Partner Growth & Strategy (PG&S) team builds and evolves a partner community integral to AWS’s industry strategy. PG&S Industry Capability Build (ICB) is the partner industry capability activation engine, operating through two complementary motions. The Depth Motion deploys dedicated Industry PDMs/PDSs who work with named strategic partners — engaging industry leadership, driving mindshare, converging partner capability with AWS priority areas, and delivering results with anchor customers before scaling via Geo teams. The Growth Motion deploys Industry Specialists who source the entire market against IBU priority signals, recruit the right partners, win P&L commitment, and co-invest in net-new capability. Together, these motions drive innovation through GenAI and Agentic AI technologies across three pillars: Sales & Marketing, Offerings & Solutions, and Capability & Enablement.
We work with a portfolio of leading consulting and technology partners across both FSI and HCLS, spanning sub-verticals including banking, insurance, capital markets, payments, biopharma, medtech, payer, and provider. Partners are categorized as either Managed Partners (proactively managed with full support) or Growth Partners (requiring additional development to reach scale).

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

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

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

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.

Basic Qualifications

- 10+ years of building and leading large teams and working in matrixed operating structures experience
- Knowledge of distribution networks and channel P&Ls
- Bachelor's degree or equivalent
- Experience working and communicating with multiple stakeholders, C-level executives and cross functional teams or equivalent
- Experience in strategic thinking about business, enterprise software products, and new technology platforms and architectures or equivalent
- Experience negotiating VP-level contracts with channel partners and agencies
- Experience collaborating with cross-functional teams including Marketing, Product Management, Customer Service, Operations, Legal, Finance, and Senior Leadership

Preferred Qualifications

- 5+ years of managing and developing high performance teams experience

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 and restricted stock units (RSUs). 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, IL, Chicago - 193,700.00 - 262,000.00 USD annually
USA, NY, New York - 213,000.00 - 288,200.00 USD annually