What are the responsibilities and job description for the Partner Development Manager, AWS Security Partnerships position at Amazon Web Services (AWS)?
Description
Application deadline: Jul 12, 2026
The Americas Security organization is seeking a Security GTM Partner Development Manager to drive go-to-market strategy and execution for large and strategic security ISV partners on AWS Marketplace. This role sits at the intersection of partner management, sales execution, and security market expertise, and is responsible for accelerating Marketplace revenue growth, deepening technical integrations with AWS AI and security services, and enabling joint customer outcomes across the enterprise segment. The PDM will own a portfolio of high-value security partnerships and serve as the primary business relationship owner between AWS and partner executive leadership, driving joint planning, co-sell execution, and Marketplace routing discipline across the full partner lifecycle.
Key job responsibilities
Own end-to-end go-to-market strategy and execution for assigned strategic security partners, driving Marketplace TCV growth, Launched ARR expansion, and Qualified Pipeline generation. Develop and execute joint business plans with partner alliance teams, establishing quarterly targets, co-sell motions, and field enablement priorities aligned to mutual growth objectives. Lead executive-level partner engagement including quarterly business reviews, executive briefing center sessions, and annual planning cycles that strengthen trust and accelerate joint investment. Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals close on Marketplace rather than through direct channels. Coordinate across AWS internal stakeholders including field sales, Partner Solutions Architects, AWS Marketplace teams, and Security Specialist organizations to align on joint account strategies and remove deal friction. Identify and activate co-sell opportunities in target enterprise accounts, working directly with AWS Account Executives and partner sales teams to position joint solutions that address customer security requirements. Accelerate partner adoption of AWS AI and security services including Amazon Bedrock AgentCore, Security Hub, and GuardDuty through technical collaboration and integration roadmap alignment. Manage Partner Revenue Model compliance, Strategic Collaboration Agreement execution, and Private Pricing Agreement governance for assigned partners, ensuring contractual commitments translate to operational outcomes. Track and report on partner performance across Marketplace TCV, Launched ARR, Qualified Pipeline, co-sell win rate, and deal activation velocity, providing data-driven recommendations for investment and intervention. Represent the voice of the partner internally to AWS leadership, advocating for program enhancements, investment decisions, and competitive positioning that serve both AWS and partner growth.
About The Team
The Americas Security organization within US Technology Partners manages one of the largest and fastest-growing security partner ecosystems on any cloud platform, spanning endpoint security, cloud security, identity, network security, data security, and application security categories. The team combines deep security market expertise with commercial rigor to accelerate mutual growth between AWS and ISV partners during a period of unprecedented enterprise demand driven by AI security, Zero Trust adoption, and platform consolidation. This is a high-visibility role with direct exposure to AWS and partner executive leadership and meaningful impact on category-level revenue outcomes.
About AWS
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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
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 in the cloud.
Basic Qualifications
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, CO, Denver - 147,900.00 - 200,100.00 USD annually
USA, MA, Boston - 147,900.00 - 200,100.00 USD annually
USA, NJ, Jersey City - 162,700.00 - 220,200.00 USD annually
USA, OR, Portland - 147,900.00 - 200,100.00 USD annually
USA, WA, Bellevue - 147,900.00 - 200,100.00 USD annually
Company - Amazon Web Services, Inc.
Job ID: A10467021
Application deadline: Jul 12, 2026
The Americas Security organization is seeking a Security GTM Partner Development Manager to drive go-to-market strategy and execution for large and strategic security ISV partners on AWS Marketplace. This role sits at the intersection of partner management, sales execution, and security market expertise, and is responsible for accelerating Marketplace revenue growth, deepening technical integrations with AWS AI and security services, and enabling joint customer outcomes across the enterprise segment. The PDM will own a portfolio of high-value security partnerships and serve as the primary business relationship owner between AWS and partner executive leadership, driving joint planning, co-sell execution, and Marketplace routing discipline across the full partner lifecycle.
Key job responsibilities
Own end-to-end go-to-market strategy and execution for assigned strategic security partners, driving Marketplace TCV growth, Launched ARR expansion, and Qualified Pipeline generation. Develop and execute joint business plans with partner alliance teams, establishing quarterly targets, co-sell motions, and field enablement priorities aligned to mutual growth objectives. Lead executive-level partner engagement including quarterly business reviews, executive briefing center sessions, and annual planning cycles that strengthen trust and accelerate joint investment. Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals close on Marketplace rather than through direct channels. Coordinate across AWS internal stakeholders including field sales, Partner Solutions Architects, AWS Marketplace teams, and Security Specialist organizations to align on joint account strategies and remove deal friction. Identify and activate co-sell opportunities in target enterprise accounts, working directly with AWS Account Executives and partner sales teams to position joint solutions that address customer security requirements. Accelerate partner adoption of AWS AI and security services including Amazon Bedrock AgentCore, Security Hub, and GuardDuty through technical collaboration and integration roadmap alignment. Manage Partner Revenue Model compliance, Strategic Collaboration Agreement execution, and Private Pricing Agreement governance for assigned partners, ensuring contractual commitments translate to operational outcomes. Track and report on partner performance across Marketplace TCV, Launched ARR, Qualified Pipeline, co-sell win rate, and deal activation velocity, providing data-driven recommendations for investment and intervention. Represent the voice of the partner internally to AWS leadership, advocating for program enhancements, investment decisions, and competitive positioning that serve both AWS and partner growth.
About The Team
The Americas Security organization within US Technology Partners manages one of the largest and fastest-growing security partner ecosystems on any cloud platform, spanning endpoint security, cloud security, identity, network security, data security, and application security categories. The team combines deep security market expertise with commercial rigor to accelerate mutual growth between AWS and ISV partners during a period of unprecedented enterprise demand driven by AI security, Zero Trust adoption, and platform consolidation. This is a high-visibility role with direct exposure to AWS and partner executive leadership and meaningful impact on category-level revenue outcomes.
About AWS
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
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
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 in the cloud.
Basic Qualifications
- 5 years of developing, negotiating and executing business agreements 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 presenting to both technical and non-technical executive audiences
- Bachelor's degree or equivalent in a related field
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience using analytical tools for workforce metrics and reporting
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, CO, Denver - 147,900.00 - 200,100.00 USD annually
USA, MA, Boston - 147,900.00 - 200,100.00 USD annually
USA, NJ, Jersey City - 162,700.00 - 220,200.00 USD annually
USA, OR, Portland - 147,900.00 - 200,100.00 USD annually
USA, WA, Bellevue - 147,900.00 - 200,100.00 USD annually
Company - Amazon Web Services, Inc.
Job ID: A10467021