As the APJ DevOps and Observability Partner Category Lead, you will own and drive the end-to-end DevOps and Observability technology partner strategy across the Asia-Pacific and Japan region. You will be responsible for understanding customer and market signals, accelerating customer adoption of DevOps and Observability solutions, growing top-line Marketplace revenue across all market segments and across all countries in APJ.

This is a high-visibility, high-impact role that sits at the intersection of AWS's most strategic DevOps and Observability partnerships and the rapidly converging Observability-Security-Data landscape. You will serve as the single-threaded owner (STO) for the DevOps and Observability partnership category in APJ, orchestrating executive governance, field enablement, and go-to-market execution.

The ideal candidate will have direct sales and/or ISV/Technology Partner experience, as well as deep familiarity with the Observability and DevOps technology landscape (infrastructure monitoring, log analytics, AIOps, cloud-native observability), cloud platform economics, and enterprise partner development. The candidate will have strong business acumen and problem-solving skills, as well as the ability to manage multiple customer personas and successfully align executive stakeholders with differing goals. A strong executive presence and the ability to successfully manage ambiguous, fast-moving situations autonomously and deliver results is required.

Key job responsibilities

Define and execute the APJ DevOps & Observability category partnership strategy, goals, and metrics. Break down the overall goals and metrics into country/area outcomes
Set up partner governance and executive engagement. Establish and run the partnership operating model for DevOps & Observability partners, serving as AWS's primary relationship holder with partners APJ leadership
Work with cross-functional stakeholders (Area Partner Leaders, Security Category Lead, Data/AI Category Lead, SI Partners, and Sales Leaders) to deliver integrated programs and customer engagements
Enable Area/Country Partner teams to serve as local representatives for DevOps & Observability partnerships
Work back from market signals to identify customer needs and mitigate partnership risks with proactive remediation plans
Track and communicate key metrics. Maintain pipeline visibility and identify and share insights.

A day in the life

Your day might start with a pipeline review call with Japan's Area Partner team to unblock a strategic enterprise deal, followed by a bi-weekly sync with APJ partner leadership to align on upcoming product launches. Mid-morning you're reviewing market signals and customer feedback. After lunch you're enabling a group of sellers on a new co-sell play, and in the afternoon you're leading an executive monthly business review presenting APJ progress to world wide leadership.

About the team

The APJ Partner Category Team is responsible for AWS's most strategic technology partnerships across Asia-Pacific and Japan. We operate as category leaders - each owning an end-to-end partnership strategy that spans revenue, GTM, enablement, and executive governance. We work at the intersection of AWS's fastest-growing services and our partners go-to-market ambitions to drive customer outcomes at scale.

Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

Inclusive Team Culture

Here at AWS, it's in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Basic qualifications

3+ years of business development, partnership management, or sourcing new business experience
Experience using data and metrics to determine and drive improvements
5+ years of communicating with and presenting to executive and senior audiences experience
Experience working with Observability, DevOps, Monitoring, or Cloud Operations related technologies, including but not limited to log analytics, infrastructure monitoring, and AIOps
Track record of building operating models, governance mechanisms, and field enablement at scale across multiple geographies

Preferred qualifications

5+ years of experience in technology partner development, ISV alliances, or strategic business development in the cloud/DevOps ecosystem
Direct experience managing Observability or DevOps technology partnerships (APM, cloud monitoring, log management, or infrastructure observability platforms)
Understanding of Observability technology economics (consumption-based pricing, platform convergence across observability-security-data, and cloud-native architectures)

APJ Partner Category Lead - DevOps and Observability