Partner Development Manager at First Distribution

MAIN PURPOSE OF POSITION

• The AWS Partner Development Manager (PDM) is part of the AWS Brand Team, working closely with internal teams and AWS stakeholders to onboard, enable, and grow both new and existing AWS Partners.
• The role focuses on partner recruitment and development, supporting progression through the AWS Partner Network (APN) tiers, expanding the base of transacting partners, and driving customer acquisition, AWS consumption, and professional services revenue. The PDM leverages a strong understanding of AWS programs, incentives, and benefits to position the value of AWS resell and help partners build and scale their practices.
• With a solid understanding of First Distribution’s AWS value proposition, channel strategy, and billing processes, the PDM identifies new opportunities, acquires customers, and increases recurring cloud revenue. The role involves managing the full partner sales lifecycle, delivering demos, conducting readiness assessments, and supporting training, webinars, and co-sell initiatives in collaboration with technical teams.
• The PDM also contributes to marketing and demand generation across commercial and public sector segments, while building strong relationships with technical and business stakeholders. A strong grasp of AWS commercial models, account structures, and billing operations is essential, along with the ability to engage effectively at an executive level.

AWS Partner Development Manager Job Duties and Responsibilities

• Delivering the AWS revenue number in focus AWS Partner accounts.
• Successfully onboard and grow new AWS Partners.
• Plan and execute AWS Partner Development plans and strategies with Partners.
• Accountable for planning and execution of all demand generation activities with allocated AWS Partners, including cadence and reporting on ROI and leads.
• Retention and growth of existing, allocated AWS Partners.
• Grow Partner AWS pipeline through joint partner/ and customer engagements, consulting and co-selling AWS solutions and services, and assisting partners in acquiring new customers.
• Plan, execute, track marketing and demand generation activities, including co-hosting of events, webinars, round tables, workshops, and immersion days, and assist Partners with lead follow-up and qualification.
• Present online, in webinars, and at face-to-face events on the AWS and First Distribution value proposition and associated programs and benefits.
• Central point of contact for allocated AWS Partners for all matters related to their AWS business.
• Contribute towards shaping and executing Partners’ AWS practice development activities and go-to-market strategies, and compiling business plans where required.
• Own, manage, execute, and report on allocated AWS and Partner referred AWS opportunities.
• Manage, track, and report on Partner MRR/ARR pipelines.
• Plan for and attend regular cadence with AWS Partners, Brand, and Vendor stakeholders.
• Drive and Achieve core AWS Partner Development KPI’s:
• AWS APN Tier Progression
• AWS Distribution Seller training and certification
• AWS Distribution Seller marketing and demand generation
• AWS Distribution Seller specialization, program qualification, and adoption
• AWS Partner revenue targets
• AWS Partner MRR pipeline growth
• AWS Rapid Goals
• Billing and Support SLAs

Internal training associated with competencies

• During the first week of your employment, you'll be presented with a meticulously crafted learning map and AWS Ramp-up Plan designed to seamlessly guide you through your on-the-job training experience.

Requirements

• Grade 12 (Matric) required; a tertiary qualification, such as a BSc in Computer Science, a four-year IT or Business-related diploma, and/or a relevant postgraduate qualification is preferred.
• Minimum of 5 years’ experience in Software Sales/Business Development/Account Management experience is highly desirable
• Knowledge of AWS Programs and benefits preferred
• Valid and current AWS Cloud Practitioner Certification preferred

Skills and Competencies

• Highly self-motivated, with a strong sense of ownership and personal accountability.
• Excellent verbal and written communication skills.
• Strong relationship management and self-management capabilities.
• Proactive, with the ability to take initiative and drive outcomes independently.
• Demonstrates the ability to collaborate effectively with diverse stakeholders.
• Maintains composure and sound judgment in high-pressure environments.
• Proven experience in account management or a related field.
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of an organization.
• Very strong organisational and time management skills.

Ability to Meet Job Requirements

• Fluency in English, with strong proficiency in both written and verbal communication, enabling effective engagement with internal teams, partners, and customers.
• Own reliable transport and a valid driver’s license, with the ability and willingness to travel as required (local and abroad) to attend partner/vendor engagements, customer meetings, and industry events.
• Highly developed administrative skills, with strong attention to detail, accuracy, and the ability to manage multiple tasks and priorities effectively.
• Advanced proficiency in Microsoft Office (including Excel, Word, PowerPoint, and Outlook), with the ability to produce professional documentation, reports, and presentations.