Principal Technical Business Development Manager, AWS Technology Partner Center of Excellence

Description

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

We are seeking a seasoned Senior Technical Business Development Manager within the AWS Marketplace Center of Excellence (within the Tech Partner Center of Excellence) to lead strategic engagement initiatives. This high-impact individual contributor role owns and scales the mechanisms that drive AWS Marketplace adoption, partner activation, and revenue growth globally. You will serve as the connective tissue between our customers, partners — ISVs, channel partners, consulting partners, and third-party integrators — and the AWS Marketplace Product and Engineering teams, translating complex product capabilities into business value and outcomes that accelerates go-to-market success.

The successful candidate will own flagship growth initiatives — including high-touch advisory engagements that embed AWS Marketplace subject-matter expertise into partner teams to resolve co-sell, international expansion, and feature adoption blockers, as well as design AI-powered experiences that help partners identify and adopt Marketplace capabilities based on specific business outcomes and personas. You will also drive cross-functional and cross-organizational strategic initiatives to grow the AWS Marketplace business.

This is not a traditional sales or business development role. You will operate with the strategic rigor of a principal-level program owner and the external credibility of a seasoned AWS Marketplace expert and partner/customer advocate. You will drive senior leader alignment across key stakeholders in engineering, product, field sales and geo business development teams.

Key job responsibilities
- Own and scale high-touch AWS Marketplace partner advisory engagements end-to-end
- Manage engagement pipelines, track revenue impact, and evolve the model from resource-led sprints toward repeatable, self-service mechanisms that drive outsized revenue impact
- Lead developing AI-powered experiences that translate AWS Marketplace capabilities into persona-specific business value. Own the product vision, content strategy, and adoption metrics
- Drive strategic growth initiatives across the Marketplace Center of Excellence portfolio to support AMER, EMEA, and APJ geos.
- Develop and maintain mechanisms (dashboards, playbooks, scorecards) that provide leadership with visibility into initiative health and TCV impact


A day in the life
No two days look the same. You might spend your morning in a weekly business review, presenting feedback partners and recommending roadmap adjustments. By midday, you may be briefing a partner executive team on a 3-6 month sprint with a goal to establish 6 new AWS Marketplace seller accounts outside the US and sharing local tax and revenue operations guidance, or sharing best practices to boost listing relevancy. In the afternoon, you are on stage at a partner conference representing AWS Marketplace to hundreds of partners and service providers. You close the day tracking partner signals and routing friction patterns from your morning engagements back to the product or business teams. This role rewards curiosity and comfort with ambiguity in equal measure.

About the team
AWS Marketplace is a curated digital catalog where companies find, buy, deploy, and manage third-party software, services, data, and AI agent solutions to run their businesses — serving everyone from fast-growing startups to the world's largest enterprises. The team you will join is focused on making sure that what AWS Marketplace builds actually works for the people who use it and helps them scale their business on AWS Marketplace. You will work alongside partner managers, product managers, engineers, field sellers, and a broad partner base — acting as the voice of the market internally and the voice of AWS Marketplace externally. Our mission is to make AWS Marketplace the preferred destination for discovering and deploying solutions at scale, and the preferred channel for software vendors, service providers, and data sellers to reach AWS customers.

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

- 10 years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience developing strategies that influence leadership decisions at the organizational level
- 4 years of working with ISVs and Channel Partners on AWS Marketplace, with deep knowledge of how sellers and buyers operate on AWS Marketplace
- 6 years in a technical business development role with working knowledge of AWS services; AWS certifications preferred

Preferred Qualifications

- Experience working cross-team and synthesize feedback and input from product management, engineering, testing, and marketing
- Fluency with AI productivity and engagement tools, with a demonstrated ability to use them to scale partner outreach, synthesize feedback, and accelerate content development
- Experience in a heavily matrixed environment, including developing and executing go-to-market growth initiatives and sales motions
- Experience collaborating with product managers, developers, and other stakeholders
- Exceptional interpersonal and communication skills, both written and verbal, for technical and non-technical audiences
- Deep familiarity with how ISVs, channel partners, and consulting partners sell and transact on AWS Marketplace, including private offer structures, channel programs, and seller operational requirements
- Broad AWS Marketplace fluency across the seller and buyer experience, from listing and procurement to billing and channel program features, spanning software, services, data, and AI agent solutions
- Experience developing and delivering external presentations, product demos, or thought leadership content at industry events or partner conferences

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 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.