Role at a glance
- Salary
- $92.4K – $160K/yr
- Location
- Arlington, Virginia, United States Detroit, Michigan, United States
- Work arrangement
- On-site
- Employment
- Full-time
- Experience
- 3+ years of business development, partnership management, or sourcing new business experience
- Education
- Bachelor's degree or equivalent
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Role Summary
The Partner Development Manager manages a defined portfolio of industry-focused Independent Software Vendor partners across the Americas as their day-to-day AWS relationship owner. The role executes partner-led go-to-market strategies, supports customer adoption across cloud and AI workloads, and drives partner capability development, Marketplace transacting, pipeline growth, and joint customer outcomes.
What You'll Do
- Build and maintain relationships across partner organizations through strategic business reviews, executive briefings, and business...
- Execute Partner Business Plans and track revenue, pipeline, certifications, and customer outcomes against defined targets.
- Implement joint go-to-market strategies, including demand generation campaigns, vertical plays, account-based engagement, and cosell...
- Drive pipeline creation and launch targets, advance deals, remove roadblocks, and provide data-driven reporting on deal progression.
- Drive AWS Marketplace adoption and routing discipline, including ensuring deals transact on Marketplace.
- Support partner capability uplift through certification and competency attainment, practice development, and compliance with AWS Partner...
Generated from the employer's posting. Verify important details before applying.
View full postingQualifications
Required
- 3+ years of business development, partnership management, or sourcing new business experience
- 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree or equivalent
- Experience using data and metrics to determine and drive improvements
Preferred
- Experience in Go-To-Market, Business Development, Sales, or Consulting
Original job description
Content provided by the employer
Original job description
Content provided by the employer
The AMER Industry Technology Partners (ITP), part of the AMER Tech Partners (ATP) Team, under the AWS Specialist and Partner Organization (ASP), is seeking a Partner Development Manager (PDM) to manage and grow relationships across Independent Software Vendors (ISVs) who build leading industry specific application solutions in the Americas. Within ASP, Specialists own the end to end go to market strategy for their technology domains, while Partner teams own the strategy, recruiting, development, and growth of our key technology partners. Together we provide our customers the expertise and scale to build innovative solutions for their most complex challenges. Every meaningful conversation we lead now centers on AI. You will work across your ISVs to support the re architecture of their software strategies for an AI native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms. This is not incremental change, it is a fundamental replatforming of how software creates value. This role sits at the intersection of business development, partner strategy, and customer outcomes, and you will manage a defined portfolio of ISV partners as their day to day AWS relationship owner.
As the day to day relationship owner for your assigned industry ISV partners, you will execute joint go to market strategies using established playbooks and frameworks that accelerate customer AI and cloud adoption and expand AWS revenue through partner led motions. You will build working relationships across partner organizations and support cosell execution across AWS field teams and partners.
This is not a passive relationship management role. You will own pipeline targets, execute joint go to market plays within a defined strategic framework, and actively drive customer outcomes through partners across migration, modernization, data, AI and machine learning, generative and agentic AI, and industry specific workloads.
You will also drive capability uplift of your partners, supporting certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements. You will hold mutual accountability for both commercial results and partner program health.
The ideal candidate combines structured execution with developing strategic skills. You understand how ISV business models work, you can navigate deals with multiple stakeholders with guidance from leadership on non standard terms, and you know how to execute a repeatable partner led revenue engine in a high growth market.
Key job responsibilities
- Build and maintain working relationships across partner organizations, executing strategic business reviews, contributing to executive briefing sessions, and supporting funding and investment decisions.
- Execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities, tracking goals for revenue, pipeline, certifications, and customer outcomes against defined targets.
- Implement joint go to market strategies with partners, including demand generation campaigns, vertical plays, and account based engagement with AWS field teams, following established playbooks and improving them where opportunities arise.
- Own and drive pipeline create and launch targets across your ISV portfolio, executing cosell motions that ensure joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations, and providing data driven reporting to accelerate deal progression.
- Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals transact on Marketplace.
- Support partner capability uplift, including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements.
- Enable partners to build repeatable solutions and intellectual property across priority workloads such as migration, modernization, generative and agentic AI, data and analytics, and security, that address Americas customer needs.
- Manage Partner Revenue Model (PRM) compliance, Strategic Collaboration Agreement (SCA) execution, and Private Pricing Agreement (PPA) governance for assigned partners, ensuring contractual commitments translate to operational outcomes with guidance from leadership on non standard situations.
- Manage partner funding requests and investments within established guidelines, ensuring return on investment aligns with business objectives, and contribute insights and best practices to the broader AMER PDM community.
- Collaborate across AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes.
A day in the life
You execute as the day to day owner of the partnership with each ISV, managing the relationships, contributing to the strategy, and driving the execution within a defined framework. Every meaningful conversation you lead now centers on AI, helping partners understand how to evolve their software strategies for an AI native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms. On a typical day you will:
- Engage your ISV partners on business planning execution, capability development, and go to market activities within established cadences such as portfolio reviews and business planning sessions.
- Review partner pipeline health dashboards and act on what you find, taking direct action to advance deals and remove roadblocks yourself while also providing actionable reporting to partner marketing, field teams, delivery, and sales leaders.
- Align with AWS field sellers on partner attached opportunities, matching the right ISV capability to customer needs and escalating complex deal blockers where needed.
- Support cross functional teams on partner strategy execution, funding mechanisms, and joint selling motions.
- Contribute to data driven business reviews for internal leadership and external partner contacts.
About the team
The AMER Industry Technology Partners (ITP) team, part of the AMER Tech Partners organization within the AWS Specialist and Partner Organization, manages a focused portfolio of Independent Software Vendors across six AWS prioritized industries: Automotive and Manufacturing, Energy and Utilities, Financial Services, Telecommunications, Media Entertainment and Gaming, and Retail. Our partners run mission critical enterprise software that powers our customers' core operations, from the controllers behind a large share of the world's factories to the platforms behind the majority of top global banks. These workloads represent some of the largest and most complex data environments at enterprise customers, and they connect to hundreds of surrounding systems generating petabytes of operational data. Our Partner Development Managers bring developing industry specialization and act as trusted advisors who earn partner trust through their understanding of vertical challenges, regulations, and industry use cases, driving cosell alignment, AWS Marketplace transacting, and generative and agentic AI integration across the portfolio.
Our approach comes down to three things: clarity of strategy, depth of relationship, and a focus on results, helping partners see around corners and making AWS the most essential growth engine in their portfolio. This is a high visibility team with direct exposure to AWS and partner leadership and meaningful impact on industry level revenue outcomes.
- 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree or equivalent
- Experience using data and metrics to determine and drive improvements
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
USA, GA, Atlanta - 92,400.00 - 160,000.00 USD annually
USA, IL, Chicago - 92,400.00 - 160,000.00 USD annually
USA, NC, Charlotte - 92,400.00 - 160,000.00 USD annually
USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually
USA, WA, SEATTLE - 92,400.00 - 160,000.00 USD annually
As the day to day relationship owner for your assigned industry ISV partners, you will execute joint go to market strategies using established playbooks and frameworks that accelerate customer AI and cloud adoption and expand AWS revenue through partner led motions. You will build working relationships across partner organizations and support cosell execution across AWS field teams and partners.
This is not a passive relationship management role. You will own pipeline targets, execute joint go to market plays within a defined strategic framework, and actively drive customer outcomes through partners across migration, modernization, data, AI and machine learning, generative and agentic AI, and industry specific workloads.
You will also drive capability uplift of your partners, supporting certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements. You will hold mutual accountability for both commercial results and partner program health.
The ideal candidate combines structured execution with developing strategic skills. You understand how ISV business models work, you can navigate deals with multiple stakeholders with guidance from leadership on non standard terms, and you know how to execute a repeatable partner led revenue engine in a high growth market.
Key job responsibilities
- Build and maintain working relationships across partner organizations, executing strategic business reviews, contributing to executive briefing sessions, and supporting funding and investment decisions.
- Execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities, tracking goals for revenue, pipeline, certifications, and customer outcomes against defined targets.
- Implement joint go to market strategies with partners, including demand generation campaigns, vertical plays, and account based engagement with AWS field teams, following established playbooks and improving them where opportunities arise.
- Own and drive pipeline create and launch targets across your ISV portfolio, executing cosell motions that ensure joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations, and providing data driven reporting to accelerate deal progression.
- Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals transact on Marketplace.
- Support partner capability uplift, including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements.
- Enable partners to build repeatable solutions and intellectual property across priority workloads such as migration, modernization, generative and agentic AI, data and analytics, and security, that address Americas customer needs.
- Manage Partner Revenue Model (PRM) compliance, Strategic Collaboration Agreement (SCA) execution, and Private Pricing Agreement (PPA) governance for assigned partners, ensuring contractual commitments translate to operational outcomes with guidance from leadership on non standard situations.
- Manage partner funding requests and investments within established guidelines, ensuring return on investment aligns with business objectives, and contribute insights and best practices to the broader AMER PDM community.
- Collaborate across AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes.
A day in the life
You execute as the day to day owner of the partnership with each ISV, managing the relationships, contributing to the strategy, and driving the execution within a defined framework. Every meaningful conversation you lead now centers on AI, helping partners understand how to evolve their software strategies for an AI native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms. On a typical day you will:
- Engage your ISV partners on business planning execution, capability development, and go to market activities within established cadences such as portfolio reviews and business planning sessions.
- Review partner pipeline health dashboards and act on what you find, taking direct action to advance deals and remove roadblocks yourself while also providing actionable reporting to partner marketing, field teams, delivery, and sales leaders.
- Align with AWS field sellers on partner attached opportunities, matching the right ISV capability to customer needs and escalating complex deal blockers where needed.
- Support cross functional teams on partner strategy execution, funding mechanisms, and joint selling motions.
- Contribute to data driven business reviews for internal leadership and external partner contacts.
About the team
The AMER Industry Technology Partners (ITP) team, part of the AMER Tech Partners organization within the AWS Specialist and Partner Organization, manages a focused portfolio of Independent Software Vendors across six AWS prioritized industries: Automotive and Manufacturing, Energy and Utilities, Financial Services, Telecommunications, Media Entertainment and Gaming, and Retail. Our partners run mission critical enterprise software that powers our customers' core operations, from the controllers behind a large share of the world's factories to the platforms behind the majority of top global banks. These workloads represent some of the largest and most complex data environments at enterprise customers, and they connect to hundreds of surrounding systems generating petabytes of operational data. Our Partner Development Managers bring developing industry specialization and act as trusted advisors who earn partner trust through their understanding of vertical challenges, regulations, and industry use cases, driving cosell alignment, AWS Marketplace transacting, and generative and agentic AI integration across the portfolio.
Our approach comes down to three things: clarity of strategy, depth of relationship, and a focus on results, helping partners see around corners and making AWS the most essential growth engine in their portfolio. This is a high visibility team with direct exposure to AWS and partner leadership and meaningful impact on industry level revenue outcomes.
Basic Qualifications
- 3+ years of business development, partnership management, or sourcing new business experience- 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree or equivalent
- Experience using data and metrics to determine and drive improvements
Preferred Qualifications
- Experience in Go-To-Market, Business Development, Sales, or ConsultingAmazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, GA, Atlanta - 92,400.00 - 160,000.00 USD annually
USA, IL, Chicago - 92,400.00 - 160,000.00 USD annually
USA, NC, Charlotte - 92,400.00 - 160,000.00 USD annually
USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually
USA, WA, SEATTLE - 92,400.00 - 160,000.00 USD annually
About the company
amazon
Large Enterprise
Amazon is a global leader in e-commerce and cloud computing, founded in 1994 by Jeff Bezos. Initially starting as an online bookstore, it has since expanded its offerings to include a vast range of products and services, including electronics, fashion, and digital content. With Amazon Web Services (AWS), the company also provides powerful cloud solutions to businesses around the world. Known for its innovation, customer-centric approach, and commitment to operational efficiency, Amazon continues to shape the future of retail and technology, consistently seeking new ways to enhance customer experiences.
Amazon is a global leader in e-commerce and cloud computing, founded in 1994 by Jeff Bezos. Initially starting as an online bookstore, it has since expanded its offerings to include a vast range of products and services, including electronics, fashion, and digital content. With Amazon Web Services (AWS), the company also provides powerful cloud solutions to businesses around the world. Known for its innovation, customer-centric approach, and commitment to operational efficiency, Amazon continues to shape the future of retail and technology, consistently seeking new ways to enhance customer experiences.