Principal Partner Development Specialist AI, ASEAN Partner and Specialist Organisation

DESCRIPTION

Amazon Web Services (AWS) is looking for a world-class partner and alliance leader to join the ASEAN Partner and Specialist Team as a Senior Partner Development Specialist (PDS) for AI. In this role, you will have an exciting opportunity to deliver on our strategy to accelerate AI adoption across ASEAN by building a high-impact AI partner ecosystem. You will work with a world-class team to develop partner capabilities, drive partner-attached AI opportunities, and build a diversified and scalable AI partner landscape that supports AWS customers across all sales segments.

Establishing AI-powered architectures and solutions on AWS is strategically important for our customers. In this role, you will work with partners to help them build growth-oriented, AI-focused practices that deliver on these customer expectations. You will collaborate with a broad set of AWS internal teams - including partner managers, solution architects, specialist sales, product, marketing, and business development - to position and deliver AI capabilities through partners. You will be responsible for owning the AI partner development playbook, managing the AI partner heatmap, leading strategic partner relationships, and driving governance mechanisms that ensure a healthy and growing AI partner ecosystem. The ASEAN Partner and Specialist Team will look to you as the expert on AI partner strategy and execution across ASEAN.

You should have a multi-faceted background to succeed in this position, including a deep understanding of SI and consulting partner business models, experience selling or enabling AI/ML solutions into enterprise customers, and a track record of building alliances between technology and consulting organizations. Ideally, this expertise would have been acquired in similar positions at enterprise software companies or within SI/Consulting/Technology organizations engaging closely with partners. You should have a solid understanding of the AI and cloud technology landscape, strong executive engagement skills, and a demonstrated ability to think strategically about business, technical, and ecosystem challenges.

Key job responsibilities

Serve as the primary point of contact for AI partner funding-related matters, maintaining relationships with worldwide program teams to ensure streamlined processes and optimal utilization

Conduct regular partner pipeline and revenue performance reviews, providing data-driven recommendations to accelerate opportunity progression and address conversion gaps

Establish systematic collaboration with specialist sales teams on strategic AI initiatives, providing actionable feedback to partner managers and recommending mitigation strategies for underperforming areas

Actively contribute to top AI deals through technical validation, partner orchestration, and executive engagement, ensuring appropriate partner-customer matching aligned to the AI adoption journey

Own the design and delivery of the AI Partner Builder program, including the sales enablement curriculum, ensuring partners develop comprehensive go-to-market capabilities

Design, publish, and maintain the ASEAN AI Partner Heatmap, providing visibility into partner capabilities by geography, industry vertical, customer journey stage, and technical specialization

Lead strategic relationship management for top AI partners, contributing to partner business planning, participating in business reviews, and driving mutual accountability for capability development

Act as the primary stakeholder in AI partner development governance, including plan reviews, Monthly/Quarterly Business Reviews, and others

Own internal AWS partner team enablement on AWS AI strategy, funding mechanisms, and market intelligence, delivering regular enablement sessions to PDMs, Partner Solutions Architects, and cross-functional stakeholders

Own the AI Competency Partner pipeline across ASEAN, validating and prioritizing partners for certification

25% travel expected for partner meetings, supporting go-to-market initiatives, and meeting customers

A day in the life

Align with specialist sales teams on top AI partner deals, removing blockers and matching the right partners to customer opportunities

Review partner pipeline health and provide data-driven recommendations to partner managers

Enable PDMs/PSMs and cross-functional teams on AI strategy, funding mechanisms, and market intelligence

Engage top AI partners on business planning, capability development, and go-to-market execution

Maintain the ASEAN AI Partner Heatmap and governance forums to keep the ecosystem current and competitive

BASIC QUALIFICATIONS

7+ years of developing, negotiating and executing business agreements experience

7+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience

7+ years of Go-To-Market, Business Development, Sales, or Consulting experience

7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience

Experience developing strategies that influence leadership decisions at the organizational level

PREFERRED QUALIFICATIONS

Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner

Experience selling to Fortune 1000 or Global 2000 organizations

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