Sr. WW Partner Business Development Manager, Partner Acceleration Initiatives

Amazon Web Services (AWS) partners sit at the center of one of the biggest opportunities in enterprise technology: turning AI investment into real business outcomes. With more than 100k partners in more than 150 countries, the mechanisms that incentivize and reward co-sell between AWS and our partners are evolving rapidly.

The AWS Partner Organization is looking for a Sr. WW Partner Business Development Manager to join the Partner Acceleration Initiatives (PAI) team. This role owns the strategy, design, and execution of seller incentive programs (SPIFs) and experiments & pilots that test new mechanisms for driving specific go-to-market outcomes.

Position Overview: You will own a portfolio of high-impact incentive mechanisms — from SPIF proposals that incentivize co-sell between AWS sellers and partners, to targeted experiments that test novel compensation approaches for emerging AI workloads. You are responsible for end-to-end program lifecycle: identifying the business need, designing the incentive construct, defining earning logic and funding models, navigating approvals across finance, legal, and sales compensation, executing globally through claims validation and payout, and measuring impact. You will implement dashboards and governance models that ensure transparency and informed decision-making across global and regional stakeholders.

This role sits at the intersection of sales strategy and partner development. As AI reshapes how partners build and sell on AWS, you will define how compensation and incentive mechanisms evolve to drive the right seller behaviors and partner outcomes. You will work directly with Global Sales Compensation (GSC), finance, legal, field sales leadership, and partner management to bring new incentive constructs to market.

The ideal candidate moves comfortably between long-term strategy and short-term execution, bringing both business depth and technical credibility. You understand how to assess market opportunity to develop compelling arguments and high-level ROI that earn stakeholder buy-in. You have a high bias for action, use data to make decisions, and can articulate the value of your programs to both technical and non-technical executive audiences. You thrive in ambiguity and operate in a fast-paced environment where the mechanisms you build directly impact revenue.


Key job responsibilities
- Define, build, and deploy the co-sell incentive strategy — owning SPIFs and Experiments & Pilots end-to-end, from business case through design, execution, measurement, and iteration
- Partner with field sales leadership and partner management to understand business problems, then design and operate incentive programs that drive co-sell behaviors at scale
- Drive approvals and program execution through Global Sales Compensation, finance, and legal — navigating cross-functional processes to bring new incentive constructs to market
- Continuously refine incentive structures based on data insights, partner feedback, and market signals — champion innovation and drive programs forward with a high bias for action

About the team
The Partner Acceleration Initiatives (PAI) organization is responsible for designing and operating the mechanisms and programs that drive co-sell, revenue acceleration and differentiation initiatives between Amazon Web Services (AWS) and our partners.

Diverse Experiences

AWS 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.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & 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.

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.

Basic Qualifications

- Bachelor's degree
- 5+ years of professional or military experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules

Preferred Qualifications

- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience influencing internal and external stakeholders
- Experience with technology transformation initiatives

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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, CA, Santa Monica - 147,900.00 - 200,100.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually