Additional Information
The AWS Cloud Sales Center (CSC) generates over $11B in annual pipeline, serving 75,000 customers through a CSR-led direct sales model. Partners exist across the ecosystem, but co-sell motions operate need increased consistency and coordinated governance to function as a revenue lever at scale.
We are hiring a Senior Program Manager to own the partner campaign and incentive engine for the CSC's PTM, SMB, and Enterprise segments. This leader will design, execute, inspect, and scale campaigns that drive bottom-line financial impact through structured partner activation. You will own the campaign calendar and full lifecycle for your segments, build playbooks that give partners defined direction and clear accountability metrics, and connect every campaign to measurable pipeline and revenue outcomes. You will also own and scale the CSC's seller incentive and recognition programs. Your job is to make campaigns and incentives work as the primary levers in a scale model - designed to move hundreds of accounts and motivate hundreds of sellers without requiring one-to-one attention.
Success means campaigns generate measurable pipeline and revenue, partners operate within a structured accountability framework, sellers are incentivized toward behaviors that build the scale model, and the partner engagement cost-to-serve decreases while coverage and attribution increase.
Key job responsibilities
Campaign Design & Execution
- Design and execute partner engagement campaigns across PTM, SMB, and Enterprise segments including product campaigns, partner activation sprints, and revenue-driving engagement plays
- Build campaign playbooks that give partners defined direction, structured campaign access, and clear accountability metrics for products, services, or segment-specific objectives
- Own and maintain the campaign calendar with a rolling view of what is running, at what stage, and what is coming next
- Coordinate partner campaign cadence across segments, adapting for segment-specific partner motions while maintaining coherence with CA and Startup campaign peers
- Design campaigns purpose-built for Scale: one-to-many plays, partner-leveraged motions, and templatized sprint models that can be deployed quarterly with minimal overhead
Financial Impact & Measurement
- Inspect every campaign against bottom-line financial outcomes: pipeline generated, revenue attributed, cost of engagement versus return, and conversion lift
- Use inspection tools and dashboards to measure campaign performance and deliver campaign attribution reports connecting investment to activity to pipeline to revenue
- Track partner stall rates, red-flag indicators, and escalate underperforming partners per the accountability framework
Partner Coordination & Enablement
- Serve as the operational point of contact for partner campaigns with PTM leaders and Partner GTM Strategy teams
- Manage the partner problems backlog surfaced through partner feedback and research, routing issues to resolution owners and tracking closure
Scale Model Design
- Build repeatable sprint models that can be templatized and deployed quarterly across segments
- Reduce partner engagement cost-to-serve while increasing coverage and revenue attribution
Initiatives & Recognition Programs
- Design targeted incentive programs within the existing AWS platform that meet compliance requirements and drive incremental uplift against defined baselines
- Connect initiatives directly to the campaign calendar so incentive programs reinforce the behaviors campaigns are designed to produce
- Manage initiatives intake from segment leaders, ensuring programs do not proliferate without measurement
- Track ROI and measure correlation between recognition programs, campaign engagement, and financial lift
A day in the life
You start the morning reviewing your campaign calendar and checking attribution data from last week's partner activation sprint in SMB. The numbers show a 12% pipeline lift versus the control group, so you flag it for scale and draft a brief for the next LT review. Mid-morning, you join a sync with other Campaign PM's to share playbook updates and align on a cross-CSC product campaign launching next month. After lunch, you work with the Sr. Product Manager to inspect partner performance dashboards and identify two partners whose stall rates have exceeded the red-flag threshold. You draft the escalation and route it through the accountability framework. Late afternoon, you finalize the design for a new awards initiative tied to Q3's Bedrock adoption campaign, ensuring it meets Gifts Policy compliance requirements and connects seller incentives to the specific partner behaviors you need.
Amazon Web · Seattle, WA