AWS Indirect SMB Sales Lead and Partner Development Manager at First Distribution

Main Purpose of Position

• As the Indirect SMB Sales Lead, the role is responsible for owning, managing, and driving AWS Indirect Partner Sales initiatives and programs across the AWS partner ecosystem, as well as with focus participating partners. This includes the execution of partner-led sales motions, demand generation activities, pipeline governance, opportunity management, partner engagement, vendor engagement, performance management, program reporting, and operational governance. The role also serves as the central point of accountability for ensuring that partners actively participate in and execute against the requirements, commitments, objectives, and outcomes defined in applicable AWS and First Distribution program documentation.
• The role is responsible for contributing towards the successful achievement of First Distribution's obligations, commitments, performance objectives, growth initiatives, and strategic outcomes under applicable AWS Strategic Collaboration Agreements, AWS Partner Programs, Partner-Led Sales Programs, marketing plans, enablement frameworks, partner development initiatives, business plans, and related operational documentation, as may be amended, revised, replaced, expanded, or withdrawn by the Employer, AWS, or associated stakeholders from time to time.
• As a Partner Development Manager (PDM), the role also operates as part of the AWS Brand Team, working closely with Brand Technical Operations, Professional Services, Utility and Billing Services, Marketing, Leadership, Public Sector stakeholders, AWS stakeholders, and AWS Partners. The role is responsible for onboarding, enabling, accelerating, and growing both new and existing AWS Partners while driving partner capability development, customer acquisition, cloud consumption growth, and recurring revenue expansion.

Key Responsibilities

AWS Partner Development Responsibilities

• Deliver AWS business growth and revenue performance across assigned AWS Partners in accordance with business objectives and strategic plans established by the Employer.
• Successfully recruit, onboard, retain, develop, and grow new and existing AWS Partners.
• Develop, maintain, and execute Partner Development Plans and growth strategies for assigned AWS Partners.
• Drive partner adoption of AWS programs, benefits, competencies, specializations, enablement initiatives, certifications, and go-to-market programs.
• Support partners in building, scaling, and optimizing successful AWS practices.
• Assist partners in identifying, developing, and closing cloud opportunities while supporting customer acquisition and cloud consumption growth.
• Act as the primary business contact and trusted advisor for assigned AWS Partners.
• Collaborate with AWS technical, sales, marketing, and operational stakeholders to drive partner success.
• Deliver demonstrations, workshops, readiness assessments, training, enablement programs, webinars, and consulting engagements where required.
• Contribute to the planning and execution of marketing, enablement, and demand-generation initiatives that support partner growth and business development objectives.

Indirect Sales Lead Responsibilities

• Own and drive the execution of all AWS Indirect Partner-Led Sales initiatives, programs, and partner engagement models delegated to First Distribution.
• Establish, implement, manage, and continuously improve partner-led sales motions and operating frameworks.
• Drive partner participation, engagement, accountability, and performance within all assigned programs.
• Support partners in building repeatable cloud sales practices, customer acquisition strategies, and structured go-to-market approaches.
• Facilitate joint business planning, growth planning, territory planning, and strategic execution activities with partners.
• Work closely with participating partners to ensure achievement of agreed objectives, obligations, commitments, targets, milestones, deliverables, and business outcomes as defined within applicable program documentation and operational frameworks.
• Ensure participating partners remain compliant with program governance requirements, participation prerequisites, operational commitments, reporting standards, and program policies.
• Manage and govern all partner-led sales opportunities and associated pipeline activities in accordance with AWS and First Distribution requirements.
• Drive the adoption and maintenance of structured sales lifecycle management processes across participating partners.

Partner, Vendor and AWS Engagement

• Own all partner and vendor stakeholder engagements associated with assigned programs and partner portfolios.
• Establish, maintain, and drive all required program cadences, governance reviews, pipeline reviews, performance reviews, enablement sessions, business reviews, reporting sessions, and strategic engagements.
• Build and maintain strong executive, business, operational, technical, sales, and marketing relationships across AWS, partners, customers, and internal stakeholders.
• Coordinate and facilitate cross-functional collaboration between AWS, internal teams, and external partner organizations.
• Serve as the primary escalation point for partner-related business, operational, performance, governance, and program-execution matters.

Pipeline, Opportunity & Performance Management

• Own, manage, govern, and report on all allocated Indirect AWS and partner-referred opportunities.
• Drive pipeline creation, pipeline progression, opportunity qualification, forecasting accuracy, and sales execution excellence.
• Ensure accurate opportunity management, reporting, data quality, hygiene, and compliance within applicable AWS and First Distribution systems and processes.
• Monitor, analyze, report on, and drive performance against program objectives, operational requirements, and business outcomes.
• Provide regular reports, business updates, forecasts, performance reviews, business insights, and executive-level summaries.

Demand Generation, Marketing & Enablement

• Own and drive demand generation activities with assigned AWS Partners.
• Support partners in developing and executing marketing plans, campaigns, customer events, workshops, webinars, and other demand-generation initiatives.
• Collaborate with internal and external marketing teams to align initiatives with business objectives and strategic priorities.
• Drive partner enablement, readiness, capability development, certification attainment, skills development, and program adoption.
• Ensure all funding, incentives, benefits, rebates, discounts, and investments are governed, managed, supported, and administered in accordance with Employer and AWS program requirements, policies, and approval processes as may be amended from time to time.

Strategic Collaboration Agreement & Program Governance Responsibilities

• Support and drive execution activities that contribute towards the achievement of First Distribution's obligations, commitments, objectives, deliverables, performance measures, and strategic outcomes under applicable AWS Strategic Collaboration Agreements and related program documentation.
• Ensure partners understand, adopt, and execute against the requirements of applicable partner programs and initiatives.
• Coordinate activities that support achievement of business goals, revenue objectives, customer acquisition requirements, enablement objectives, partner development goals, marketing objectives, and operational commitments as set out in the applicable program documentation and guides, as may be amended or changed by the Employer from time to time.
• Ensure participation in all governance, review, reporting, and planning activities required by applicable AWS and First Distribution programs.
• Maintain awareness of all current and future AWS programs, strategic initiatives, sales motions, partner requirements, business frameworks, and operating models relevant to the role.

Key Performance Indicators

Performance will be measured against:

• Achievement of agreed business objectives, partner development goals, revenue growth objectives, customer acquisition outcomes, demand generation objectives, pipeline development goals, operational requirements, enablement outcomes, governance responsibilities, program adoption objectives, and strategic business priorities.
• Performance against applicable AWS Partner Programs, Strategic Collaboration Agreements, Partner-Led Sales initiatives, business plans, scorecards, operational frameworks, partner development plans, and related program documentation, as may be amended, revised, expanded, replaced, or withdrawn from time to time.
• Compliance with operational processes, governance standards, reporting requirements, partner management responsibilities, and business execution expectations.

Qualifications & Experience

Requirements

• Grade 12 (Matric) required.
• Tertiary qualification in Information Technology, Computer Science, Commerce, Business Management, Sales, Marketing, or related disciplines preferred.
• Minimum five years' experience in Software Sales, Cloud Sales, Business Development, Account Management, Channel Development, Partner Development, Alliance Management, or related fields.
• Knowledge of AWS programs, cloud technologies, cloud business models, and partner ecosystems preferred.
• AWS certifications advantageous.

Skills & Competencies

• Strong commercial, business development, sales, and partner management capabilities.
• Excellent relationship-building and stakeholder-management skills.
• Strong communication, presentation, facilitation, and influencing skills.
• High levels of ownership, accountability, and initiative.
• Strong planning, organizational, and time-management skills.
• Ability to work independently and collaboratively across multiple teams and stakeholder groups.
• Strong commercial and strategic thinking capability.
• Ability to perform effectively in fast-paced and high-pressure environments.

Additional Requirements

• Fluent English communication skills, both verbal and written.
• Own reliable transport and a valid driver's licence.
• Willingness and ability to undertake local and international travel when required.
• Advanced Microsoft Office proficiency.
• Ability to work from an office-based environment and comply with Company policies and operational requirements.