Partner Director

MicroStrategy is building a high-velocity, independent partner-revenue engine, and we are seeking an elite, execution-focused AWS Partner Manager. This is not an administrative alliance role; you are a revenue-producing builder. Reporting directly to the VP of Strategic Partnerships, your primary mission is to systematically insert MicroStrategy Mosaic AI into active AWS enterprise sales cycles.

Responsibilities

Execute programmatic Mosaic AI Attach Strategy to drive net-new partner-sourced pipeline; evangelize the Trifecta modern data stack architecture directly to AWS field sales teams and enterprise customers; map and build high-impact relationships with AWS field sellers including PDMs, ISV Success Managers, and Enterprise Account Executives; educate AWS field teams on attaching MicroStrategy Mosaic AI to deals and helping customers retire AWS spend commitments via AWS Marketplace; execute programmatic account-level mapping against top-tier enterprise target accounts to discover net-new joint pipeline opportunities; pitch the modern data stack Trifecta architecture to technical and business stakeholders; leverage Marketing Development Funds to execute hyper-targeted local co-selling events and workshops; own day-to-day management and validation of the AWS Co-Sell Incentive (ACE) portal; drive strategic alliance leverage after an inbound opportunity is validated as an active co-sell play

Requirements

5+ years of enterprise software partner management or cloud co-selling experience; deep, hands-on knowledge of the AWS field sales organization, marketplace mechanics, and ACE portal workflows; proven track record of hitting and exceeding partner-sourced pipeline and revenue quotas; clear understanding of the Modern Data Stack (MDS), data warehousing (Redshift, Snowflake), cloud orchestration tools (Kestra), and enterprise AI/LLM integration patterns; highly organized self-starter who thrives in building processes from scratch; BA, BS (or equivalent work experience); 10+ years' experience in Sales Leadership - Account, Alliance, or Partner Management; proven experience in management of large global or regional system integrator partnerships; strong relationship and sales skills; channel experience including selling with or managing channel partners; high level of energy, grit, engagement, proactivity and commitment; proven history of working independently and with cross-functional teams; attention to detail and ability to plan and execute; strong business acumen and capable of developing and managing strategic plans with partner and company executives; strategic planning and analytic capabilities; ability to anticipate and interpret market and business trend changes and advise business leaders accordingly; ability to excel in a team environment; demonstrated ability to work in a virtual and matrix environment; proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment; 25% or more travel within North America; strong communication (written and verbal) and presentation skills

Nice to have

MBA

Benefits

bonus programs; sales incentives; equity awards; comprehensive benefits