Sales Game Changers | Tips from Successful Sales Leaders Unlocking Winning Public Sector Partnerships with Mike Cannady from AWS
Sep 17, 2025
Mike Cannady, the Global Director of Partner Programs and Strategic Initiatives at AWS Public Sector, shares insights on building successful partnerships in government and beyond. He discusses the rapid growth of AWS and the importance of leveraging partners as essential tools for expanding reach. Mike highlights the impact of AI on channel dynamics and addresses partner concerns like digital sovereignty. He emphasizes the need for clear priorities and aligns business strategies to succeed, advocating transparency and fun as core leadership principles.
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Role And Public Sector Scope
- Mike Cannady describes his role as AWS Global Director of Partner Programs for public sector and outlines the mission of his team.
- He explains public sector includes government, education, healthcare, nonprofit, and aerospace and that partners accelerate growth via programs and incentives.
Scale Creates Chaos And Opportunity
- AWS grew from a $10B to $117B run rate in eight years, creating rapid scale and complexity.
- That growth generates chaos but also huge opportunity for partners and customers.
Build Talent Through Stretch Work And Structure
- Develop people by mixing on-the-job experiences with formal programs like job shadowing and rotation.
- Empower employees to run meaningful projects and create new offerings, as with the Think Big for Small Business program.
