Bob Hardin

Captain
DISC Type : DS

Sr Manager, US Auto & Manufacturing Partner Sales at Amazon Web Services (AWS)

Houston, Texas, United States

Overview

Bob is a data-driven GenAI partner sales executive at AWS, recognized for architecting a $10B+ partner strategy and scaling a business unit from $150M to over $1B. A graduate of Northwesterns Kellogg School of Management and Dartmouth College, he is described by colleagues as a strategic, articulate, and authentic leader.

Outside of his core sales functions, Bob is passionate about mentorship, fostering high-trust cultures, and developing high-performing teams. He maintains a strong connection to his alma mater, Kellogg, and follows industry-leading companies like NVIDIA.

He personally designed and authored AWSs first-ever ISV forecasting model for co-selling, valued at over $1 billion.

Personality Overview

Long-Term Thinker

Output-Driven

Decisive But Calm

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

GenAI Partner Sales
His current role focuses on leading GenAI partner sales, where he has driven a tenfold increase in wins and doubled the launched ARR to $500M.
Ecosystem Scaling
He has a proven track record of massive scaling, architecting a $10B+ strategy and growing the North America GSI channel by 6x to $1B.
Authentic Leadership
Both his self-description and recommendations from colleagues frequently use the term "authentic leadership" to describe his focus on mentoring and building culture.

Media Appearances

Bob has no verified media appearances

Work History

1-2024
Sr Manager, US Auto & Manufacturing Partner Sales at Amazon Web Services (AWS)
1-2022 - 12-2023
Sr Manager, Global System Integrator (GSI) Partner Sales at Amazon Web Services (AWS)
10-2020 - 12-2021
Principal, Americas Partner Sales Strategy Lead at Amazon Web Services (AWS)
10-2019 - 10-2020
Principal – AWS Accenture Business Group (AABG) at Amazon Web Services (AWS)
2-2019 - 10-2019
Telco Partner Segment Lead at Amazon Web Services (AWS)

Education

2015 - 2017
Master of Business Administration (MBA) from Northwestern University - Kellogg School of Management
Bachelor's Degree from Dartmouth College

More Information

Social Presence :

Prographics :

Exp : 20 Location : Houston, Texas, United States Job Level : Middle Designation : Sr Manager, US Auto & Manufacturing Partner Sales at Amazon Web Services (AWS)
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Bob

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Bob move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Bob take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Bob

Personality Compatibility


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