Partner Director, AWS Co-Sell

About the role

MicroStrategy is building a high-velocity, independent partner-revenue engine and is seeking an elite, execution-focused AWS Partner Manager. Reporting directly to the VP of Strategic Partnerships, the role is not an administrative alliance position but a revenue-producing one: its main mission is to insert MicroStrategy Mosaic AI into active AWS enterprise sales cycles, positioning the semantic and enterprise AI layer as an accelerator for AWS cloud consumption (EDP/MADA drawdowns) and modern data stack deployments (AWS + Kestra + MicroStrategy).

Key responsibilities

• Build relationships with AWS field sellers such as Partner Development Managers, ISV Success Managers and Enterprise Account Executives, and teach them how attaching Mosaic AI to deals speeds up customer data projects and helps retire annual AWS cloud spend commitments via the AWS Marketplace.
• Map and identify net-new joint pipeline opportunities across top-tier enterprise target accounts.
• Pitch the "Trifecta" modern data stack architecture (data storage/Gravity, open-source orchestration with Kestra, and semantic visualization and GenAI safety with Mosaic AI) to technical and business stakeholders.
• Use Marketing Development Funds to run targeted co-selling events and workshops with AWS AEs, Kestra champions and MicroStrategy teams.
• Manage the AWS Co-Sell Incentive (ACE) portal to ensure accurate sourcing attribution and clean data, and step in to drive strategic alliance leverage once an inbound opportunity is validated as an active co-sell play.

Required profile

• 10+ years of sales leadership experience in account, alliance or partner management, including large global or regional system integrator partnerships and channel experience.
• 5+ years of enterprise software partner management or cloud co-selling experience, with 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, speaking in terms of ACV, close rates and pipeline velocity.
• Bachelor's degree (MBA preferred); strong communication, presentation and strategic planning skills, with 25% or more travel within North America.

Required skills

• Understanding of the modern data stack, data warehousing (Redshift, Snowflake), cloud orchestration tools (Kestra) and enterprise AI/LLM integration patterns.
• Ability to work independently and in a virtual, matrix environment under pressure.

The base salary range is $129,900 to $233,700, plus possible bonus programs, sales incentives, equity awards and benefits.