Sr. Marketplace Customer Advisor, AWS Marketplace

Are you passionate about transforming how enterprises discover and procure cloud software?
AWS Marketplace is reshaping the future of software procurement — and we’re looking for a Senior Marketplace Customer Advisor to help us accelerate that transformation. In this role, you’ll shape go-to-market strategies, guide enterprise customers through complex procurement journeys, and serve as a trusted advisor to senior sales leadership.


Key job responsibilities
• Design and advance go-to-market strategies that drive customer adoption and revenue growth across your assigned Division or Geography — operating with autonomy in environments where strategy may not yet be defined.
• Guide complex, high-value transactions ($5M+ TCV) end-to-end, partnering with customers to navigate procurement and multi-stakeholder organizational challenges.
• Serve as a strategic advisor to SaaS, AI, and cloud technology buyers integrating AWS Marketplace into enterprise procurement, contract management, and FinOps workflows.
• Develop scalable best practices and playbooks that elevate the broader Marketplace Customer Advisor team and create repeatable success patterns across the organization.
• Mentor and coach team members, investing in their growth and building capability and confidence across the Marketplace Customer Advisor organization.
• Champion the voice of the customer by creating mechanisms to capture and amplify feedback, influencing product roadmaps alongside Product Management and Engineering.
• Communicate strategic insights to senior leadership through business reviews, QBRs, and planning narratives — advocating for customers and the business up to the VP level.


A day in the life
• You begin the morning reviewing Division-level pipeline data, identifying high-priority accounts and preparing a strategic brief for an Influence-to-Adopt (I2A) session with Area VP-level sales leadership.
• Mid-morning, you lead a discovery call with a Fortune 500 procurement team, walking them through AWS Marketplace’s Procurement Insights and Single Pane of Glass reporting to demonstrate enterprise operational value.
• After lunch, you independently navigate a complex $6M TCV transaction — aligning procurement, legal, and finance stakeholders across a multi-geography deal to bring it to close.
• You connect with a team member you’re mentoring, review their territory strategy and offer feedback that sharpens their approach to a key renewal.
• You close the day authoring a narrative for senior leadership that addresses customer feedback themes and proposes a new customer incentive program

About the team
The Marketplace Customer Advisor team sits within the AWS Worldwide Specialist Organization and provides deep subject matter expertise directly to enterprise customers, helping them integrate Marketplace into their business and procurement processes.

We execute go-to-market motions that drive customer adoption and revenue growth at scale. Our team earns trust with customers and internal stakeholders across Field Sales, Partner Sales, Product Management, Engineering, and Field Enablement. We operate in a metrics-driven environment where customer adoption and revenue impact are measured regularly.

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. - 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience selling enterprise software or cloud-based applications
- Experience explaining complex technical concepts to various business and technical audiences
- Experience presenting to both technical and non-technical executive audiences
- Bachelor's degree or equivalent - Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage

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 - 147,900.00 - 200,100.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, TX, Dallas - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually