Partner Sales Manager, Energy & Utilities
Posted Updated
Description
The Principal Partner Sales Manager (PSM) is a senior, quota-carrying individual contributor who drives partner-delivered revenue across Energy and Utilities accounts in EMEA. The role carries an individual revenue number. It calls for pipeline generation, disciplined deal execution, and strategic executive relationships with Customers and Partners that turn into closed revenue. To succeed, you'll own the partner sales strategy across a broad set of accounts and manage a portfolio of deals in flight. You'll also build trusted advisor status with partners and customers through consistent engagement, co-sell motions, and a steady focus on customer outcomes. The role also owns ongoing reporting and the continued reshaping of how AWS engages in the partner selling motion.
Beyond your own deals, you'll define the partner coverage model for Energy and Utilities in EMEA. That means deciding where we cover accounts directly through the depth coverage model and where we scale through other parts of the partner organization. It also means setting the right interface points between them, so partner resources go where they drive the most value for Energy and Utilities customers.
The PSM works where industry technology, AWS Marketplace, cloud migrations, consulting and tech partners, and Generative AI meet. You'll find and advance high-value opportunities by working with customer stakeholders and account teams. That means speeding up pipeline velocity, growing partner-led deal flow, and delivering measurable revenue impact every quarter.
The ideal candidate is a proven senior seller who consistently meets goals and raises the bar for the account and partner teams around them. You lead through influence rather than authority, and you treat every challenge as a chance to sharpen execution. You use internal AI tools to boost productivity, bring in the right partners across AWS to drive outcomes, and set the standard for how partner selling is done.
This role sits on the global Energy and Utilities Partner Sales team and covers customers across EMEA.
Key job responsibilities
• Achieve revenue targets by driving partner-originated and partner-assisted opportunities with quota accountability, progressing deal stages, managing pipeline hygiene, and using partner funding programs to accelerate pipeline velocity.
• Execute co-sell motions with GSI/SI and ISV partners, including migration plays such as mainframe modernization, data center exits, and application rationalization.
• Cultivate strategic relationships that unlock new line-of-business personas, and drive net-new pipeline through account planning, business reviews, and scale campaigns with the One Partner Team.
• Shape Marketplace deals that address industry priorities, including regulatory compliance, data modernization, security, and digital transformation, while supporting PPA demand plans and driving customer adoption of the Marketplace.
• Build repeatable selling motions and plays that other PSMs and partner teams can adopt across geographies.
• Role model Amazon Leadership Principles, use AI tools to produce quality documents and forecasts, maintain CRM hygiene and forecast accuracy, and escalate blockers to maximize revenue realization.
• Act as a strategic advisor to Energy and Utilities leadership in EMEA, using data and field signal to decide where to invest partner resources, where to simplify, and where to place bigger bets.
• Establish the interface points with Partner Development Managers, Partner Development Specialists, and Partner Solutions Architects so partner resources are aligned to the accounts and workloads where they drive the most value for customers.
• Define partner coverage model for Energy and Utilities in EMEA, deciding where we cover accounts through the depth coverage model and where we scale through other parts of the partner organization, using data.
A day in the life
You manage your own pipeline cadence. That means inspecting your deals, moving your most strategic opportunities forward with GSI/SI and ISV partners, and joining executive conversations with partners and customers where senior engagement moves a deal forward. You spend your time working alongside account teams across EMEA, unblocking deals, and lining up PDMs, PDSs, and PSAs behind partner-led opportunities. You also keep refining the coverage model that decides where partner resources focus their effort next.
About the team
The AWS Industries (AWSI) Partner Sales organization is a global, collaborative team of professionals united by a single objective: delivering results for customers through partner motions that reshape industries around the world. We are a customer-facing team that engages with customers to understand and solve their hardest problems, and we work shoulder to shoulder with partner executives to build the future solutions our customers will rely on. Those solutions are durable, and they take on the most demanding business challenges on earth. The Energy and Utilities team brings that focus to customers working through the energy transition, grid modernization, and the shift to data-driven operations. We win as one team, sharing what works and raising the bar for how partner selling is done globally.
Beyond your own deals, you'll define the partner coverage model for Energy and Utilities in EMEA. That means deciding where we cover accounts directly through the depth coverage model and where we scale through other parts of the partner organization. It also means setting the right interface points between them, so partner resources go where they drive the most value for Energy and Utilities customers.
The PSM works where industry technology, AWS Marketplace, cloud migrations, consulting and tech partners, and Generative AI meet. You'll find and advance high-value opportunities by working with customer stakeholders and account teams. That means speeding up pipeline velocity, growing partner-led deal flow, and delivering measurable revenue impact every quarter.
The ideal candidate is a proven senior seller who consistently meets goals and raises the bar for the account and partner teams around them. You lead through influence rather than authority, and you treat every challenge as a chance to sharpen execution. You use internal AI tools to boost productivity, bring in the right partners across AWS to drive outcomes, and set the standard for how partner selling is done.
This role sits on the global Energy and Utilities Partner Sales team and covers customers across EMEA.
Key job responsibilities
• Achieve revenue targets by driving partner-originated and partner-assisted opportunities with quota accountability, progressing deal stages, managing pipeline hygiene, and using partner funding programs to accelerate pipeline velocity.
• Execute co-sell motions with GSI/SI and ISV partners, including migration plays such as mainframe modernization, data center exits, and application rationalization.
• Cultivate strategic relationships that unlock new line-of-business personas, and drive net-new pipeline through account planning, business reviews, and scale campaigns with the One Partner Team.
• Shape Marketplace deals that address industry priorities, including regulatory compliance, data modernization, security, and digital transformation, while supporting PPA demand plans and driving customer adoption of the Marketplace.
• Build repeatable selling motions and plays that other PSMs and partner teams can adopt across geographies.
• Role model Amazon Leadership Principles, use AI tools to produce quality documents and forecasts, maintain CRM hygiene and forecast accuracy, and escalate blockers to maximize revenue realization.
• Act as a strategic advisor to Energy and Utilities leadership in EMEA, using data and field signal to decide where to invest partner resources, where to simplify, and where to place bigger bets.
• Establish the interface points with Partner Development Managers, Partner Development Specialists, and Partner Solutions Architects so partner resources are aligned to the accounts and workloads where they drive the most value for customers.
• Define partner coverage model for Energy and Utilities in EMEA, deciding where we cover accounts through the depth coverage model and where we scale through other parts of the partner organization, using data.
A day in the life
You manage your own pipeline cadence. That means inspecting your deals, moving your most strategic opportunities forward with GSI/SI and ISV partners, and joining executive conversations with partners and customers where senior engagement moves a deal forward. You spend your time working alongside account teams across EMEA, unblocking deals, and lining up PDMs, PDSs, and PSAs behind partner-led opportunities. You also keep refining the coverage model that decides where partner resources focus their effort next.
About the team
The AWS Industries (AWSI) Partner Sales organization is a global, collaborative team of professionals united by a single objective: delivering results for customers through partner motions that reshape industries around the world. We are a customer-facing team that engages with customers to understand and solve their hardest problems, and we work shoulder to shoulder with partner executives to build the future solutions our customers will rely on. Those solutions are durable, and they take on the most demanding business challenges on earth. The Energy and Utilities team brings that focus to customers working through the energy transition, grid modernization, and the shift to data-driven operations. We win as one team, sharing what works and raising the bar for how partner selling is done globally.