Partner Sales Manager, Partner Sales Japan, AWS Partner Field APJ
Amazon · Tokyo, JPN ·
- Employment
- Contract
- Category
- Sales
We are not just selling cloud, we are building the future of Japan's digital economy. Our Partner Sales team sits at the intersection of AWS's world-class technology and Japan's most ambitious enterprises, orchestrating transformative outcomes through strategic partnerships. We believe that when partners succeed, customers succeed, and when customers succeed, society thrives.
We are looking for someone who shares our aspiration: to elevate Japan's competitiveness through technology, to energize industries through innovation, and to enjoy the challenge of building something that has never existed before.
At AWS, we collaborate deeply with System Integrators, Distributors, Value Added Resellers, and other services providers to deliver end-to-end digital and business transformation value to our customers. Our strategic partners have holistic businesses including IT and consulting services, software products, re-selling, and other related businesses with IT infrastructure requirements. These partners typically have large customer bases, multi-year contracts, long-term relationships with our customers, and a mix of business units providing different value propositions.
As a Partner Sales Manager, you will be a trusted advisor who shapes customers' long-term partner ecosystems — not simply attaching partners to existing deals, but engineering the conditions for both partners and customers to win together. You will translate customer needs into partner-led opportunities, architect the right partner mix for the right outcomes, and drive co-sell motions early in the sales cycle to build momentum.
This role requires someone who can think big, operate with a high level of strategic ambition, and execute with discipline. You will own the partner sales strategy for a defined territory of Japan's most important enterprise accounts, working backwards from customer business outcomes to determine how partners can accelerate value delivery.
Key job responsibilities
Strategic Partner Sales Execution
- Work backwards from account to build and execute Partner Sales Plans that drive measurable customer outcomes
- Act as the single point of contact for all partner-supported sales motions within your territory, recommending the right partners based on customer needs, existing relationships, and partner capabilities
- Lead large, complex opportunities that involve multiple partners and cross-functional AWS teams
- Drive incremental revenue through opportunity creation, and efficient execution of partner-originated opportunities
- Unlock new Line-of-Business personas, and accelerate deal velocity
Ecosystem Orchestration
- Work closely with AWS functions team to act as the partner's advocate and drive alignment across teams
- Conduct regular GTM and pipeline reviews with partners to ensure execution of plans and communicate demand signals to the broader partner organization
- Orchestrate cross-functional alignment across AWS teams to maintain forecast discipline
Transformation Leadership
- Transform partner engagement from reactive support to proactive co-creation that drives sustainable growth.
- Identify and develop committed AWS champions, building long-term mindshare and adoption
- Manage complex contract negotiations and resolve co-sell related escalations with speed and ownership
- Run partnership progress and governance mechanisms, ensuring regular updates, managing escalations, and building leadership alignment
About the team
We are a team of professionals, each bringing unique strengths and perspectives, yet united by genuine care for one another. We have each other's backs, learn from each other daily, and celebrate diverse thinking. The atmosphere is flat and open: titles don't define conversations, ideas do. We operate with mutual respect, high ownership, and a shared belief that we grow stronger together. Think of us as a group of Builders who are curious, supportive, and always raising the bar, not just for ourselves, but for each other.
We are looking for someone who shares our aspiration: to elevate Japan's competitiveness through technology, to energize industries through innovation, and to enjoy the challenge of building something that has never existed before.
At AWS, we collaborate deeply with System Integrators, Distributors, Value Added Resellers, and other services providers to deliver end-to-end digital and business transformation value to our customers. Our strategic partners have holistic businesses including IT and consulting services, software products, re-selling, and other related businesses with IT infrastructure requirements. These partners typically have large customer bases, multi-year contracts, long-term relationships with our customers, and a mix of business units providing different value propositions.
As a Partner Sales Manager, you will be a trusted advisor who shapes customers' long-term partner ecosystems — not simply attaching partners to existing deals, but engineering the conditions for both partners and customers to win together. You will translate customer needs into partner-led opportunities, architect the right partner mix for the right outcomes, and drive co-sell motions early in the sales cycle to build momentum.
This role requires someone who can think big, operate with a high level of strategic ambition, and execute with discipline. You will own the partner sales strategy for a defined territory of Japan's most important enterprise accounts, working backwards from customer business outcomes to determine how partners can accelerate value delivery.
Key job responsibilities
Strategic Partner Sales Execution
- Work backwards from account to build and execute Partner Sales Plans that drive measurable customer outcomes
- Act as the single point of contact for all partner-supported sales motions within your territory, recommending the right partners based on customer needs, existing relationships, and partner capabilities
- Lead large, complex opportunities that involve multiple partners and cross-functional AWS teams
- Drive incremental revenue through opportunity creation, and efficient execution of partner-originated opportunities
- Unlock new Line-of-Business personas, and accelerate deal velocity
Ecosystem Orchestration
- Work closely with AWS functions team to act as the partner's advocate and drive alignment across teams
- Conduct regular GTM and pipeline reviews with partners to ensure execution of plans and communicate demand signals to the broader partner organization
- Orchestrate cross-functional alignment across AWS teams to maintain forecast discipline
Transformation Leadership
- Transform partner engagement from reactive support to proactive co-creation that drives sustainable growth.
- Identify and develop committed AWS champions, building long-term mindshare and adoption
- Manage complex contract negotiations and resolve co-sell related escalations with speed and ownership
- Run partnership progress and governance mechanisms, ensuring regular updates, managing escalations, and building leadership alignment
About the team
We are a team of professionals, each bringing unique strengths and perspectives, yet united by genuine care for one another. We have each other's backs, learn from each other daily, and celebrate diverse thinking. The atmosphere is flat and open: titles don't define conversations, ideas do. We operate with mutual respect, high ownership, and a shared belief that we grow stronger together. Think of us as a group of Builders who are curious, supportive, and always raising the bar, not just for ourselves, but for each other.