Description
Amazon Web Services (AWS) is looking for an experienced Partner Development Manager (PDM) to own and grow strategic relationships with Independent Software Vendors (ISVs) who create leading Industry specific applications in the Americas. This role sits at the intersection of business development, partner strategy, and customer outcomes.
As the primary relationship owner for your assigned ISV partners, you will develop and execute joint go to market strategies that accelerate customer cloud adoption and expand AWS revenue through partner led motions. You will build executive relationships and orchestrate co-sell across AWS field teams and partners.
This is not a passive relationship management role. You will own pipeline targets, design joint GTM plays, and actively drive customer outcomes through partners across migration, modernization, data, AI/ML, and industry specific workloads.
You will also own capability uplift of your partners driving certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements. You will hold mutual accountability for both commercial results and partner program health.
The ideal candidate combines strategic thinking with commercial execution. You understand how ISV business models work, can navigate complex multi stakeholder deals, and know how to build a repeatable partner led revenue engine in a high growth market.
Key job responsibilities
Own and drive pipeline create and launch targets across your ISV portfolio, conducting regular pipeline reviews and providing data driven recommendations to accelerate deal progression.
Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities, quantifying goals for revenue, pipeline, certifications, and customer outcomes.
Design and deliver Joint Go To Market strategies with partners, including co-sell motions, demand generation campaigns, vertical plays, and account based engagement with AWS field teams.
Build and maintain relationships with partner organizations, orchestrating executive connection, strategic business reviews, and funding and investment decisions.
Drive partner capability uplift including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements.
Enable partners to build repeatable solutions and IP across priority workloads (migration, modernization, GenAI, data & analytics, security) that address Americas customer needs.
Collaborate across AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes.
Manage partner funding requests and investments, ensuring ROI alignment with business objectives; contribute insights and best practices to the broader AMER PDM community.
Champion and drive Co-Sell motions with ISV partners, ensuring joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations.
A day in the life
You lead from the front as the owner of the partnership with each ISV, with oversight of the relationships, the strategy, and the execution. Every meaningful conversation you lead now centers on AI, helping partners re architect their software strategies for an AI native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms. On a typical day you will:
Engage your ISV partners on business planning, capability development, and go to market execution.
Review partner pipeline health dashboards and act on what you find, taking direct action to advance deals and remove roadblocks yourself while also providing actionable recommendations to partner marketing, field teams, delivery, and sales leaders.
Align with AWS field sellers on top partner attached opportunities, matching the right ISV capability to customer needs and removing deal blockers.
Enable cross functional teams on partner strategy, funding mechanisms, and joint selling motions.
Prepare data driven business reviews for internal leadership and external partner executives.
About the team
The AMER Industry Technology Partners (ITP) team, part of the AMER Tech Partners organization within the AWS Specialist and Partner Organization, manages a focused portfolio of Independent Software Vendors across six AWS prioritized industries: Automotive and Manufacturing, Energy and Utilities, Financial Services, Telecommunications, Media Entertainment and Gaming, and Retail. Our partners run mission critical enterprise software that powers our customers' core operations, from the controllers behind a large share of the world's factories to the platforms behind the majority of top global banks. These workloads represent some of the largest and most complex data environments at enterprise customers, and they connect to hundreds of surrounding systems generating petabytes of operational data. Our Partner Development Managers bring deep industry specialization and act as trusted advisors who earn partner executive trust through their understanding of vertical challenges, regulations, and industry use cases, driving cosell alignment, AWS Marketplace transacting, and generative and agentic AI integration across the portfolio.
Our approach comes down to three things: clarity of strategy, depth of relationship, and a focus on results, helping partners see around corners and making AWS the most essential growth engine in their portfolio. Financial Services is one of our most strategic and fastest growing verticals, and this Principal role owns the FSI partner strategy end to end. This is a high visibility team with direct exposure to AWS and partner executive leadership and meaningful impact on industry level revenue outcomes.
Basic Qualifications
5+ years of business development, partnership management, or sourcing new business experience
5+ years of developing, negotiating and executing business agreements experience
Bachelor's degree
Experience with sales CRM tools such as Salesforce or similar software
Experience in setting up and managing a sales pipeline
Preferred Qualifications
Experience interpreting data and making business recommendations
Experience in online advertising or high-tech products/services
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 .
USA, GA, Atlanta - 82,700.00 - 144,700.00 USD annually
USA, IL, Chicago - 82,700.00 - 144,700.00 USD annually
USA, NC, Charlotte - 82,700.00 - 144,700.00 USD annually
USA, VA, Arlington - 82,700.00 - 144,700.00 USD annually
USA, WA, SEATTLE - 82,700.00 - 144,700.00 USD annually
