Partner Territory Manager, Indirect Sales

Amazon • Seattle, WA

1d

About The Position

You won't find a role quite like this one.

As a Partner Territory Manager, you're not just managing accounts — you're
building the engine that helps small and mid-market businesses move to the
cloud. You'll work side by side with a portfolio of channel partners, helping
them grow their AWS practice, win new customers, and close deals that actually
move the needle. The problems you solve are real: partners who need a strategy,
customers who need a path forward, and a territory that needs someone who can
connect the dots.

What sets this role apart

Most sales roles put you in front of one customer at a time. Here, you multiply
your impact by working through partners — meaning every relationship you build,
every deal you coach, and every strategy you develop ripples out across dozens
of customers at once. You'll have the autonomy to shape your territory, the data
to back your decisions, and the cross-functional support of a team that's
invested in your success.

What you'll actually do

Own your territory — set the strategy, manage the partner portfolio, and drive
revenue and customer acquisition goals from pipeline to launch.
Be the partner's go-to — show up as a trusted advisor who helps them navigate
AWS programs, funding opportunities, and go-to-market plays.
Run the business like a GM — use data, business reviews, and forecasting to stay
ahead of trends, surface risks early, and keep momentum going.
Collaborate across teams — work closely with Partner Success Managers, Migration
BDs, and Customer Success reps to align on what customers need and how partners
can deliver it.
Coach and enable — help partners sharpen their pitch, understand AWS solutions,
and take full advantage of programs like MAP and APFP to accelerate growth.
What you bring

3–5+ years in channel sales, partner management, or technology sales
A track record of hitting (and exceeding) revenue targets in a territory-based
role
Comfort working with data — you use it to tell a story and make decisions, not
just fill a report
Strong relationship-building instincts and the ability to earn trust quickly
Familiarity with cloud technology and the partner ecosystem (AWS experience is a
plus)
What success looks like

You'll know you're winning when your partners are growing, your customers are
launching on AWS, and your territory numbers reflect the work you've put in. The
best PTMs don't wait for direction — they bring the plan, rally the team, and
make things happen.

Requirements

• 5+ years of experience in channel sales, partner management, or technology sales
• Demonstrated track record of consistently meeting or exceeding revenue targets in a territory-based role
• Experience managing complex partner portfolios and opportunities while driving results across multiple accounts simultaneously
• Proven ability to develop and execute territory strategy with minimal direction — you bring the plan, not just the execution
• Comfortable owning a full business review cycle: pipeline management, forecasting, performance tracking, and leadership reporting
• Experience working with funding programs, co-sell motions, or partner incentive structures (e.g., MAP, APFP) is a strong plus
• Ability to analyze performance data, identify trends, and translate insights into actionable partner strategies
• Proficiency with CRM tools (Salesforce preferred) and business intelligence dashboards
• Experience using data-driven mechanisms (e.g., 2x2 reporting, monthly business reviews) to manage territory health
• Ability to influence without authority — you can align cross-functional stakeholders (PSMs, Migration BDs, CSRs) around a shared territory strategy
• Experience coaching or mentoring partners or junior team members to improve performance
• Comfortable presenting to leadership and communicating complex business updates clearly and concisely
• Solid understanding of cloud technology and the AWS partner ecosystem
• Familiarity with AWS go-to-market programs and how partners leverage them to drive customer outcomes

Nice To Haves

• Experience in business development and building strong client relationship

Responsibilities

• Own the territory — Set the strategy, manage a portfolio of channel partners, and drive revenue attainment and customer acquisition goals from pipeline all the way through to launch.
• Be the partner's go-to advisor — Serve as the primary point of contact for partners, helping them navigate AWS programs, funding opportunities (like MAP and APFP), and go-to-market plays.
• Run the business like a GM — Use data, business reviews, and forecasting to stay ahead of trends, surface risks early, and maintain momentum across the territory.
• Collaborate cross-functionally — Work closely with Partner Success Managers (PSMs), Migration BDs, and Customer Success reps to align on territory strategy and customer outcomes.
• Coach and enable partners — Help partners sharpen their pitch, understand AWS solutions, and take full advantage of programs and funding to accelerate growth.
• Maintain pipeline — Audit opportunity and pipeline data in Salesforce (SFDC) and contribute to territory reporting and leadership updates.
• Drive partner performance reviews — Conduct regular reviews using data-driven mechanisms (e.g., monthly 2x2 reporting) to track progress, forecast accurately, and identify roadblocks.

Benefits

• 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
• parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed