Description The Principal Partner Sales Manager (PSM) is a senior, quota-carrying individual contributor who drives partner-delivered revenue across Energy and Utilities accounts in EMEA. To succeed, you’ll own the partner sales strategy across a broad set of accounts and manage a portfolio of deals in flight. The role also owns ongoing reporting and the continued reshaping of how AWS engages in the partner selling motion.

Beyond your own deals, you’ll define the partner coverage model for Energy and Utilities in EMEA. It also means setting the right interface points between them, so partner resources go where they drive the most value for Energy and Utilities customers. The PSM works where industry technology, AWS Marketplace, cloud migrations, consulting and tech partners, and Generative AI meet.

The idóneo candidate is a proven senior seller who consistently meets goals and raises the bar for the account and partner teams around them. You use internal AI tools to boost productivity, bring in the right partners across AWS to drive outcomes, and set the standard for how partner selling is done. This role sits on the global Energy and Utilities Partner Sales team and covers customers across EMEA.

Achieve revenue targets by driving partner-originated and partner-assisted opportunities with quota accountability, progressing deal stages, managing pipeline hygiene, and using partner funding programs to accelerate pipeline velocity. Execute co-sell motions with GSI/SI and ISV partners, including migration plays such as mainframe modernization, data center exits, and application rationalization. Cultivate strategic relationships that unlock new line-of-business personas, and drive net-new pipeline through account planning, business reviews, and scale campaigns with the One Partner Team.

Shape

Marketplace deals that address industry priorities, including regulatory compliance, data modernization, security, and digital transformation,



while supporting PPA demand plans and driving customer adoption of the Marketplace. Role model Amazon Leadership Principles, use AI tools to produce quality documents and forecasts, maintain CRM hygiene and forecast accuracy, and use AI tools to produce quality documents and forecasts, maintain CRM hygiene and forecast accuracy, and elevate blockers to maximize revenue realization. Act as a strategic advisor to Energy and Utilities leadership in EMEA, using data and field signal to decide where to invest partner resources, where to simplify, and where to place bigger bets.

Define partner coverage model for Energy and Utilities in EMEA, deciding where we cover accounts through the depth coverage model and where we scale through other parts of the partner organization, using data. That means inspecting your deals, moving your most strategic opportunities forward with GSI/SI and ISV partners, and joining executive conversations with partners and customers where senior engagement moves a deal forward.

About The Team The AWS Industries (AWSI) Partner Sales organization is a global, collaborative team of professionals united by a single objective: delivering results for customers through partner motions that reshape industries around the world. Those solutions are durable, and they take on the most demanding business challenges on earth. The Energy and Utilities team brings that focus to customers working through the energy transition, grid modernization, and the shift to data‑driven operations.

We win as one team, sharing what works and raising the bar for how partner selling is done globally.

Experience in sales or business development in the software/technology industry Experience working with Systems Integrators and Consulting Companies to achieve sales Speak, write, and read fluently in Spanish Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice ( to know more about how we collect, use and transfer the personal data of our candidates. Company - AWS EMEA SARL (Spain Branch)

📌 Partner Sales Manager, Energy & Utilities (Madrid)
🏢 Amazon Web Services (AWS)
📍 Madrid