What are the responsibilities and job description for the Fed ISV Partner Account Manager, FedTech position at Amazon Web Services, Inc.?
DESCRIPTION
Amazon Web Services (AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Federal Technology Independent Software Vendors (ISVs) within our Worldwide Public Sector (WWPS) organization. In this role, you will serve as the primary business owner for a strategic book of ISV partners building mission-critical solutions for U.S. Federal customers — spanning Civilian, Defense and National Security verticals.
You will drive direct revenue growth by expanding each partner's AWS consumption, accelerate their platform modernization on AWS, and develop joint go-to-market motions that deliver differentiated outcomes for Federal end-customers. This is a high-impact, portfolio-management role that blends strategic account planning with hands-on execution across sell-to and co-sell motions. You will work at the intersection of cloud technology, Federal compliance, and partner ecosystems — collaborating with AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners and AWS alike.
This position requires that the candidate selected be a US Citizen.
Key job responsibilities
A day in the life
Your morning might start with a partner executive check-in reviewing their AWS migration timeline and upcoming FedRAMP authorization milestone. Mid-morning, you join an internal pipeline review with your FedTech leadership team, walking through top opportunities across your portfolio and coordinating resources. After lunch, you hop on a co-sell call with an AWS Federal field seller and your partner's sales team to strategize on a FedCiv agency deal. In the afternoon, you work cross-functionally with a Partner Solutions Architect to unblock a technical requirement for a partner's new AI/ML workload. You close the day by updating your account plans in Salesforce and preparing a QBR deck for an upcoming executive engagement. No two days are the same — you balance strategic planning with tactical execution across a dynamic portfolio.
About the team
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.
You will drive direct revenue growth by expanding each partner's AWS consumption, accelerate their platform modernization on AWS, and develop joint go-to-market motions that deliver differentiated outcomes for Federal end-customers. This is a high-impact, portfolio-management role that blends strategic account planning with hands-on execution across sell-to and co-sell motions. You will work at the intersection of cloud technology, Federal compliance, and partner ecosystems — collaborating with AWS field sellers, solution architects, and executive leadership to unlock new growth vectors for partners and AWS alike.
This position requires that the candidate selected be a US Citizen.
Key job responsibilities
- Own a portfolio of Federal Technology ISV partners as customers — drive direct AWS revenue growth
- Develop and execute strategic account plans for key partners focused on growing their AWS cloud footprint, modernizing platform architectures, and accelerating new product development on AWS
- Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with each partner's infrastructure roadmap, product releases, and Federal contract vehicles
- Drive joint GTM motions — identify, develop, and close co-sell opportunities across Federal end-customers by articulating the differentiated value of each partner's solutions running on AWS
- Collaborate with AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on AWS
- Navigate Federal compliance and certification requirements (FedRAMP, IL2–IL6, StateRAMP, CMMC) to help partners achieve authorization milestones that unlock new Federal revenue
- Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations
- Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell-to and GTM motions
- Serve as the voice of the partner internally — advocate for partner across AWS product, programs, and go-to-market teams
A day in the life
Your morning might start with a partner executive check-in reviewing their AWS migration timeline and upcoming FedRAMP authorization milestone. Mid-morning, you join an internal pipeline review with your FedTech leadership team, walking through top opportunities across your portfolio and coordinating resources. After lunch, you hop on a co-sell call with an AWS Federal field seller and your partner's sales team to strategize on a FedCiv agency deal. In the afternoon, you work cross-functionally with a Partner Solutions Architect to unblock a technical requirement for a partner's new AI/ML workload. You close the day by updating your account plans in Salesforce and preparing a QBR deck for an upcoming executive engagement. No two days are the same — you balance strategic planning with tactical execution across a dynamic portfolio.
About the team
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
- 5 years of technology sales, or 3 years of technology sales experience
- Experience with startups or large enterprise customers
- Bachelor's degree, or 3 years of professional experience
- 3 years of experience working with or selling to US public sector customers (Federal, State & Local, or Education)
- Demonstrated track record of meeting or exceeding revenue targets in a quota-carrying role
PREFERRED QUALIFICATIONS
- Experience managing a portfolio of ISV or technology partner accounts
- Knowledge of Federal procurement vehicles, compliance frameworks, and authorization processes (FedRAMP, IL2–IL6, CMMC)
- Experience driving Marketplace listings, private offers, and channel-transacted revenue
- Track record of building and executing joint go-to-market strategies with ISV partners in a Federal or public sector context
- Experience working in a matrixed organization with multiple internal stakeholders (field sales, solutions architects, business development, programs)
- Strong executive communication skills with experience delivering QBRs and managing C-level relationships
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.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments, restricted stock units (RSUs), and sales incentives. 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, NY, New York - 157,100.00 - 212,600.00 USD annually
USA, VA, Arlington - 142,800.00 - 193,200.00 USD annually
Benefits:
Maternity leave, Sick leave, Medical check-up