Senior Partner Development Manager

Who you are

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 5+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
• Bachelor's degree
• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• Experience interpreting data and making business recommendations across leadership and cross-functional teams
• Experience using analytical tools for workforce metrics and reporting
• 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

What the job involves

• Amazon Web Services (AWS) is looking for a Senior Partner Development Manager to own and grow one of our most significant independent software vendor (ISV) alliances
• In this role, you will serve as the primary relationship owner for a flagship partner, driving the full lifecycle of the alliance across technical integrations, joint go-to-market (GTM) strategy, co-sell pipeline execution, and international expansion
• You will work at the center of a partnership generating hundreds of millions in annual co-sell total contract value, with direct influence on how enterprise customers adopt cloud solutions for human capital management (HCM), finance, and business applications
• This is an opportunity to shape a high-growth alliance at a pivotal moment — with deepening technical integrations, new AI-driven use cases, and active expansion into new global markets
• Own the end-to-end co-sell pipeline and revenue targets for a strategic ISV partnership, managing deal execution across AWS Marketplace, enterprise accounts, and cross-partner investment programs to accelerate customer cloud adoption
• Define and execute joint GTM strategies including business plans, demand-generation campaigns, and field enablement initiatives that equip AWS sales teams to position the partner's solutions effectively across industry verticals such as healthcare, financial services, and retail
• Drive technical integration efforts by collaborating with AWS service teams and the partner's engineering organization to develop joint solutions leveraging AI, analytics, and cloud-native services
• Scale the partnership internationally by activating co-sell programs across EMEA and APJ, coordinating with regional AWS teams and local partner field organizations to close deals in new markets
• Serve as the primary alliance contact for partner executive leadership, managing weekly cadences, negotiating collaboration agreements, and representing the partnership in internal strategy reviews and planning processes
• A day in the life:
• You will start your morning reviewing co-sell pipeline health and preparing for a weekly alliance call with your partner's leadership team
• From there, you might jump into a deal strategy session with an AWS account team pursuing a large enterprise opportunity, then shift to a working session with solutions architects on an emerging AI integration
• Afternoons could include coordinating a cross-regional GTM campaign with international counterparts or enabling AWS field sellers on how to position the partner's capabilities
• You will regularly engage with stakeholders across sales, product, marketing, and Marketplace teams to keep the partnership moving forward
• About the team:
• The Partner Strategy & Growth team within Horizontal Business Applications (HBA) at AWS is focused on building and scaling strategic ISV partnerships that help enterprise customers accelerate their cloud journeys
• We work closely with AWS sales, Marketplace, solutions architecture, and product teams to create joint value for partners and customers alike
• The team is investing in international growth, AI-powered joint solutions, and new Marketplace capabilities — making this an exciting time to join
• We value curiosity, collaboration, and a willingness to operate across technical and commercial domains to deliver meaningful customer outcomes