Vacancy No VN14849

Job Title: AWS Partner Sales Manager (PSM) (all genders)

Office Location: DE-Muenchen Alternative Office Location: DE-Moenchengla

About the Role

AWS Partner Sales Manager (PSM) (all genders) | VN13164

Location

Berlin/ Mönchengladbach/ Paderborn | Hybrid (3 days office / 2 days remote)

Salary

Competitive salary + excellent benefits

Role Purpose / Summary

The AWS Partner Sales Manager (PSM) acts as the primary business owner and strategic interface for AWS within the assigned country or cluster, driving revenue growth, partner adoption, pipeline development, and AWS program engagement. This role ensures alignment between AWS strategic objectives and Westcon‑Comstor's local execution, translating cloud growth strategies into actionable business plans and orchestrating cross‑functional resources to deliver measurable outcomes.

Acting as the face of AWS internally and externally, the PSM builds trust‑based relationships with AWS stakeholders, partners, and internal teams while driving demand generation, partner enablement, and net‑new revenue opportunities. Success requires proactive engagement, strong commercial acumen, a solid understanding of cloud and channel ecosystems, and the ability to influence stakeholders across all levels of the organization.

Key Responsibilities

AWS Relationship Management

- Act as the primary point of contact and trusted advisor for AWS.
- Build and maintain strong relationships with AWS Partner Development Managers (PDMs) and key AWS stakeholders.
- Represent Westcon‑Comstor at AWS meetings, events, and strategic business reviews.
- Align AWS objectives and growth initiatives with local business execution.
- Drive AWS co‑sell initiatives, funding programs, and marketplace opportunities.

Business Planning & Execution

- Develop and own the AWS Market Plan with clear objectives, targets, and enablement actions.
- Deliver revenue, margin, and profitability goals across the AWS portfolio.
- Define and execute growth strategies to increase AWS adoption among partners.
- Deploy campaigns, investments, and business development initiatives; adjust plans based on performance.
- Provide structured progress updates to management and AWS counterparts.

Resource Mobilization & Cross‑Functional Alignment

- Engage internal teams (PSMs, IAMs, IPSMs, Solution Architects, Marketplace Managers, and Marketing) to drive AWS business growth.
- Ensure seamless coordination between field sales, inside sales, and partner‑facing teams.
- Collaborate closely with Partner Account Managers and Business Development Managers to accelerate opportunities.
- Act as an escalation point for AWS‑related business challenges impacting execution.

Sales Enablement & Acceleration

- Educate and train sales teams, account managers, and partners on AWS solutions, programs, and opportunities.
- Drive adoption of AWS programs, certifications, and enablement initiatives.
- Support partners throughout their AWS journey,



including APN participation and specialization programs.
- Identify and remove growth blockers to accelerate opportunity progression and cloud adoption.

Pipeline Stimulation & Demand Generation

- Generate new AWS opportunities through campaigns, account mapping, workshops, and joint planning activities.
- Build and manage a healthy pipeline from opportunity creation through to closed business.
- Collaborate with internal sales teams and partners to stimulate demand and increase AWS visibility.
- Support AWS‑specific sales initiatives, co‑sell motions, and marketplace growth activities.
- Track active opportunities to ensure timely progression and closure.

Partner Engagement & Development

- Engage existing Westcon and Comstor partners to increase AWS adoption and cloud business growth.
- Identify, recruit, and onboard new AWS‑focused partners.
- Establish growth objectives and KPIs with strategic partners.
- Support partner enablement through certifications, rebates, funding programs, and AWS initiatives.
- Monitor partner performance and adjust development plans to meet AWS objectives.
- Help partners identify opportunities around cloud services, professional services, managed services, and marketplace offerings.

Marketing & Program Governance

- Execute AWS campaigns and ensure alignment with AWS branding and business objectives.
- Maximize available AWS funding programs through ROI‑driven planning and transparent reporting.
- Collaborate with marketing teams to drive demand generation activities and partner engagement.
- Represent AWS and Westcon‑Comstor at trade shows, partner events, and community activities.

Forecasting & Reporting

- Provide accurate forecasts for AWS revenue, margin, and pipeline projections.
- Track performance versus targets and analyze trends to adapt strategies.
- Produce regular revenue forecasts and business performance updates for management.
- Maintain CRM discipline and ensure timely reporting for governance compliance.
- Monitor competitive activity, pricing challenges, and market developments.

Compliance & Program Governance

- Ensure adherence to AWS requirements, partner program guidelines, and internal processes.
- Manage funding programs responsibly, ensuring transparency and audit readiness.
- Maintain governance standards and compliance across all AWS‑related activities.

Must-Have Skills & Experience

- Proven experience in channel sales, cloud sales, business development, partner management, or vendor management roles.
- Strong understanding of cloud technologies and partner ecosystems.
- Experience working within a two-tier channel or distribution model.




- Strong commercial acumen and ability to influence internal and external stakeholders.
- Excellent relationship‑building, communication, and negotiation skills.
- Experience in pipeline development, forecasting, and revenue management.
- Language: English (business fluency).

Nice-to-Have Skills & Experience

- AWS Cloud knowledge and experience working within the AWS ecosystem.
- Familiarity with AWS APN, Marketplace, funding programs, and co‑sell initiatives.
- Experience in demand generation, partner enablement, and go‑to‑market execution.
- Additional languages and international exposure.
- AWS certifications are advantageous.

Education & Qualifications

Bachelor's degree in Business, Sales, Information Technology, or related field (or equivalent experience).

Key Performance Indicators (KPIs)

- AWS revenue and margin attainment at country/cluster level.
- Net‑new revenue generation.
- Pipeline coverage ratio (≥3× target).
- Partner recruitment, activation, and development metrics.
- AWS program adoption and certification growth.
- Marketplace and co‑sell engagement metrics.
- Campaign execution effectiveness and funding ROI.
- Forecast accuracy and CRM data quality.
- Achievement of quarterly business objectives.
- AWS stakeholder and partner satisfaction.

Company Values & Culture Fit

This role demands strategic thinking, accountability, resilience, and a passion for driving cloud business growth. Success means owning outcomes, enabling partner success, creating new business opportunities, and fostering a collaborative, tech‑savvy, and customer‑focused sales culture.

Our Benefits

- 30 days vacation and up to 30 days workation per year.
- Regular company events: We live team spirit!
- On‑the‑job training and extensive development opportunities.
- JobRad leasing: Mobility reimagined.
- Company pension plan and numerous discounts via “Corporate Benefits”.
- Stay fit and healthy: Access to thousands of gyms as well as wellness and mental well‑being apps.
- Germany ticket subsidy for relaxed and affordable travel.

What We Offer

- An inclusive and supportive work environment where diversity is celebrated.
- Opportunities for professional growth, learning, and career development.
- Versátil working arrangements, health insurance, and other benefits to support your wellbeing.
- A culture of collaboration, innovation, and accountability.

Commitment to Diversity & Inclusion

We are an equal opportunity employer and value diversity in our workforce. We welcome applications from individuals of all backgrounds, regardless of race, ethnicity, gender, age, disability, sexual orientation, or any other protected characteristic. Equity is at the heart of all our departments and roles.

If you need reasonable adjustments during the recruitment process, please let us know.

Join us and be part of a team that's shaping the future of cloud technology across the channel.

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