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About the Role

This is a high-impact, high-visibility role that requires a rare blend of strategic thinking, commercial acumen, and operational discipline. You will not only execute on strategy — you will shape it, acting as the voice of distribution into AWS program design discussions and influencing worldwide policy decisions where distribution-specific considerations are required.

Responsibilities

Own end-to-end relationships with Authorised Distribution and Systemhaus Partners in Germany.
Develop and execute joint business plans aligned to AWS go-to-market and EMEA strategy.
Drive QBRs and cadence meetings with partner leadership at VP/CXO level.
Grow distributor-attributed and AWS Marketplace revenue YoY.
Pursue new routes-to-market and "Power of Three" collaboration.
Own revenue targets for the German channel, including resell and influenced revenue.
Monitor distributor performance: revenue, recruitment, enablement, pipeline.
Produce monthly partner reports from internal dashboards.
Analyse trends, flag risks/opportunities, drive action plans.
Track Partner Attributed Revenue and ensure accurate attribution.
Act as the voice of distribution into AWS program design discussions, representing field-level feedback on attribution models, incentive structures, and partner programs.
Ensure distributors are enabled on launches and policy changes.
Recruit, onboard, and activate new resellers into the channel.
Align with PDMs and Account Managers across direct, distribution, and "Power of Three" motions.
Drive technical enablement (AI, Migration, Data & Analytics); support co-sell/co-marketing.
Align Germany execution with EMEA Scale & Distribution strategy.
Collaborate with Sales, Marketing, Partner Solutions Architects, Operations.

Requirements

Bachelor's degree
Experience developing strategies that influence leadership decisions at the organizational level
Experience presenting to both technical and non-technical executive audiences
Minimum 6 years of channel experience, with specific distribution, indirect channel or reselling background
German and English business fluent
Cloud and/or digital transformation experience — understanding of cloud business models, consumption economics, and partner ecosystems
Proven ability to manage breadth over depth — portfolio management across 30+ partners through leverage and prioritisation
Strong commercial acumen: pipeline management, forecasting, and revenue accountability
Demonstrated stakeholder management across complex, matrixed organisations
Direct experience with IT distribution (Ingram Micro, TD SYNNEX, Arrow, ALSO) or Systemhaus channel (Bechtle, Cancom, Computacenter)
AWS or hyperscaler partner programme experience
Experience with CRM systems and pipeline analytics (Salesforce preferred)
Understanding of software marketplace transaction models and cloud procurement
Track record of building new coverage models or channel motions from scratch
Familiarity with German SMB and mid-market IT landscape

Skills

Distribution strategy
Partner relationship management
Business development
Cloud adoption
Sales
Partner marketing
Solutions architecture
Channel management
Revenue management
Performance monitoring
Reporting
Trend analysis
Risk assessment
Action planning
Program design
Enablement
Ecosystem growth
Recruitment
Onboarding
Activation
Technical enablement
Co-selling
Co-marketing
Cross-functional collaboration
Strategic thinking
Commercial acumen
Operational discipline
Pipeline management
Forecasting
Revenue accountability
Stakeholder management
CRM systems
Pipeline analytics
Software marketplace transaction models
Cloud procurement
Coverage models
Channel motions
German SMB and mid-market IT landscape

Location

Germany

Work Type

Full-time

Experience Level

Minimum 6 years of channel experience

Education Level

Bachelor's degree

About the Company

Amazon Web Services (AWS) is seeking an experienced Distribution Partner Development Manager to own and drive the AWS distribution strategy across Germany.
The AWS Distribution Program enables our distributors to act as force multipliers — leveraging their deep partner relationships, market knowledge, and specialised expertise to extend the reach of AWS solutions to customers we cannot efficiently serve through direct channels alone.
The Distribution team sits within the Amazon Partner Organisation in Germany & Europe Central, focused on extending AWS's reach through established distributor communities to serve the Commercial Sector at scale.
You'll be part of a collaborative, high-performing team that values customer obsession, partner obsession, and execution excellence.
Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build.
Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice (https://amazon.jobs/en/privacy_page) to know more about how we collect, use and transfer the personal data of our candidates.
Our inclusive culture empowers Amazonians to deliver the best results for our customers.

Equal Opportunity

Amazon is an equal opportunities employer.
We believe passionately that employing a diverse workforce is central to our success.
We make recruiting decisions based on your experience and skills.
We value your passion to discover, invent, simplify and build.
Protecting your privacy and the security of your data is a longstanding top priority for Amazon.
m/w/d
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.