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
Align with
AWS field sellers on top partner attached opportunities, matching the right
ISV capability to customer needs and removing deal blockers.
Review partner pipeline health dashboards and provide actionable recommendations to partner delivery and sales leaders.
Enable cross functional teams on partner strategy, funding mechanisms, and joint selling motions.
Engage
ISV partners on business planning, capability development, and
GTM execution.
Prepare data driven business reviews for internal leadership and external partner executives.
About the team
About
AWSDiverse 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.
- 5+ years of
Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of building profitable partner ecosystems experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience interpreting data and making business recommendations
- Experience working with technology customers, such as software providers
- Bachelor's degree or equivalent
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 - 126,500.00 - 221,500.00
USD annually
USA, NC, Charlotte - 126,500.00 - 221,500.00
USD annually