Partner Account Manager, Principal
The Partner Account Manager (PAM) AWS Marketplace is responsible for creating new revenue streams by leveraging AWS Marketplace for Infor CloudSuite renewals, Velocity Suite upgrades, and partner-led cloud modernization. This role drives co-sell alignment by using AWS Marketplace incentives for customers and AWS sellers, coordinates tri-party events to accelerate joint pipeline creation, and works closely with Business Development Representatives (BDR) to position Marketplace as a strategic route-to-market for both new and renewal ACV growth. The PAM will drive engagement with managed partners and Infor field sales for business planning, execution and governance. The PAM will own the full partner sales cycle including partner alignment through to opportunity execution and partner growth. A Day in the Life Typically Includes: Maintain an active partner engagement, ensuring they are enabled to nurture and develop customer relationships, driving growth and maximizing revenue. Drive a structured Marketplace GTM strategy to increase CloudSuite renewals and new ACV via AWS Marketplace Private Offers and partner-led incentives. Collaborate directly with AWS Marketplace program managers, AWS partner sales, and Infor BDR teams to identify Marketplace-qualified opportunities. Leverage Align partner offerings with AWS incentives (AWS credits) to maximize seller motivation and customer savings. Support partners in developing Marketplace-eligible AI/automation services aligned with Infor’s Velocity Suite. Execute the Marketplace growth plan by positioning Marketplace renewals, expansions, and upgrades as a frictionless alternative to traditional procurement. Basic Qualifications: Experience in developing Marketplace strategy, cloud procurement models, renewal optimization and AI-centric Marketplace positioning. Experience in positioning Marketplace incentives, communicating value to AWS sellers, and working directly with customers towards Marketplace-based renewal. Experience working within organization with key stakeholders including sales, AWS Marketplace and other partner organizations. Experience in co-selling, tri-party engagement, and enabling partners to publish and monetize their managed services via Marketplace. Experience developing and executing partner led strategies, driving growth and profitability. Experience building effective executive relationships, nurturing and developing mutually beneficial partnerships and outcomes. Travel requirements: 50% Preferred Qualifications: AI/Augmented Intelligence sales or account management experience. SaaS/Cloud/ERP sales experience in a partner/channel ecosystem. Partner account manager experience. Location: US Remote (Atlanta, GA; Dallas, TX)