China-to-ASEAN Partner Development Manager, ASEAN Partner and Specialist Organisation, ASEAN Partner and Specialist Organisation

DESCRIPTION

Would you like to help build the bridge between two of the world's fastest-growing economies? Amazon Web Services (AWS) is looking for a Partner Development Manager to pioneer the China-to-ASEAN (C2A) partner corridor - recruiting, onboarding, and scaling Chinese-origin technology partners expanding into Southeast Asia. This is a greenfield role where you will define the playbook from scratch.

This position is part of the AWS Specialist and Partner Organization (ASP) who owns end-to-end GTM strategy for their technology domains, providing business and technical expertise to help customers succeed. Partner teams own the strategy, recruiting, development, and growth of key technology and consulting partners. Together they deliver the expertise and scale our customers need to build innovative solutions for their most complex challenges.

This is a hybrid SI + ISV partner development role based in Singapore, covering ASEAN. You will identify, recruit, onboard, and develop Chinese-origin Systems Integrators and Independent Software Vendors establishing a Southeast Asian presence - serving both Chinese enterprises expanding into the region and local ASEAN customers seeking differentiated cloud and AI solutions. On the SI track, you develop partners delivering professional services and co-sell motions. On the ISV track, you develop software vendors building solutions for AWS Marketplace. Both tracks run in parallel, and you will own the full partner lifecycle across each.

You will serve as the primary point of contact for your C2A partner portfolio, earning trust through deep understanding of their cross-border business priorities and helping partners build sustainable businesses that deliver customer value on AWS. You will advocate for your partners within AWS while accurately representing AWS within each partner's organization - navigating cultural dynamics between Chinese and Southeast Asian business environments with fluency and authenticity.

Key job responsibilities

Proactively identify Chinese ISVs, SIs, and technology companies establishing or planning a Singapore or ASEAN presence; recruit them into the AWS Partner Network

Guide newly onboarded partners through registration, local entity setup, and first engagement milestones to ensure rapid time-to-value

Develop partners' technical competencies, AWS certifications, and service delivery designations that unlock go-to-market support

Activate AWS funding programs for partners to accelerate their growth

Facilitate first co-sell motions with AWS ASEAN field sales teams and coordinate cross-border account handoffs with Greater China

Bridge the Greater China and ASEAN partner teams on recruitment targets, shared pipeline, and cross-regional account planning

Guide the development and launch of joint solutions on AWS Marketplace, driving market adoption across your partner portfolio

Own joint business plans with clear co-selling commitments; lead periodic Business Reviews with partner and AWS stakeholders

Monitor competitive partner ecosystems in ASEAN to surface gaps and opportunities for AWS differentiation

Design and operationalise the C2A partner playbook - recruitment criteria, onboarding milestones, activation triggers, and co-sell workflows - setting the standard that scales across the program

Execute operational rigor including territory management, account planning, and internal/external business reviews

About the team

About AWS Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

BASIC QUALIFICATIONS

Bachelor's degree or equivalent

5+ years of business development, partner development, sales or alliances management experience

Experience working with Chinese companies expanding internationally or cross-border business development in the ASEAN region

Speak, write, and read fluently in Mandarin to support Chinese partners

PREFERRED QUALIFICATIONS

Experience experience using data and metrics to measure impact and determine improvements

Experience across both SI (professional services, co-sell) and ISV (software products, Marketplace) partner types

Strong ASEAN regional market knowledge including customer buying behaviours, competitive dynamics, and the local partner landscape

Technical fluency in cloud, AI, and machine learning - ability to credibly engage technical partners and map capabilities to market opportunities

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.