Senior ISV Partner Dev. Mng, EMEA Infra Technology Partnerships Team

Amazon; Greater London; On-site; GBP 110,000 - 150,000; Full time

Job summary

Amazon is seeking an experienced leader to manage a portfolio of ISV partners across the EMEA region, serving as the single-threaded leader to maximize success on AWS. You will act as a strategic advisor, understanding each partner's business, roadmap, and growth ambitions, and craft compelling executive narratives to position AWS as the partner's cloud of choice.

You will drive Marketplace adoption, develop joint go-to-market strategies with AWS teams, and identify new opportunities to

Qualifications

• Bachelor's degree required.
• Knowledge of publisher ad tech stacks and advertising technology.
• Experience influencing leadership decisions at the organizational level.
• Experience managing programs across cross functional teams, building processes and coordinating release schedules.
• 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.
• Experience interpreting data and making business recommendations.
• Experience negotiating complex legal agreements.

Responsibilities

• Own the partner portfolio — single-threaded leader for ISVs across the EMEA region in a specific category.
• Be the strategic advisor — understand partner business, roadmap and growth ambitions; guide success on AWS.
• Own the executive narrative — craft and deliver partnership stories at VP/C-level; position AWS as the cloud partner of choice.
• Drive AWS Marketplace adoption — accelerate listing, transaction, and co-sell motions; simplify procurement.
• Develop joint go-to-market strategies — align with AWS field priorities and coordinate co-sell motions.
• Identify and develop new opportunities — translate trends into new joint value propositions.
• Influence cross-functional teams — coordinate PSPs, marketing, ISV sales, and AWS field teams.
• Drive partner-level goals — own revenue targets, pipeline metrics, Marketplace growth; report progress.
• Build executive relationships — VP/CxO level at partners and within AWS; align on priorities.
• Raise the bar — mentor peers; bring outside-in thinking to EMEA ISV team operations.

Skills

Ad tech knowledge

Strategy development

Cross-functional leadership

Enterprise software sales

Executive storytelling

Data interpretation

Legal agreements

Executive presentations

Partner management

Education

Bachelor's degree

Job description

Description

Key job responsibilities

• Own the partner portfolio — serve as the single-threaded leader for a portfolio of ISVs across the EMEA region in a specific category (e.g., Security, Data & AI, DevOps, Application Modernisation, GenAI)
• Be the strategic advisor — develop deep understanding of each partner's business, product roadmap, and growth ambitions; provide informed guidance on how to maximise their success on AWS
• Own the executive narrative — craft and deliver compelling partnership stories at VP/C-level both internally and externally; position AWS as the partner's cloud of choice through thought leadership and strategic engagement
• Drive AWS Marketplace adoption — accelerate partners' Marketplace listing, transaction, and co-sell motions; identify opportunities to simplify customer procurement and drive measurable revenue through the channel
• Develop joint go-to-market strategies — build and execute partner business plans aligned to AWS field priorities; coordinate co-sell motions with AWS account teams across EMEA
• Identify and develop new opportunities — spot whitespace across partner capabilities, emerging technology trends (GenAI, Agentic AI, SaaS modernisation), and customer demand signals; translate these into new joint value propositions
• Influence cross-functional teams — orchestrate Partner Solutions Architects, Partner Marketing, ISV Sales, and AWS field teams to deliver against partner goals
• Drive partner-level goals — own revenue targets, pipeline metrics, Marketplace transaction growth, and strategic milestones; report progress and propose corrective actions to leadership
• Build executive relationships — develop and maintain VP/CxO-level relationships at partners and within AWS; broker alignment on strategic priorities and escalations
• Raise the bar — contribute to team mechanisms, share best practices, and mentor peers; bring outside-in thinking to continuously improve how the EMEA ISV team operates

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.

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.

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.

Basic Qualifications

• Bachelor's degree
• Knowledge of publisher ad tech stacks and/or advertising technology
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience managing programs across cross functional teams, building processes and coordinating release schedules
• 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

Preferred Qualifications

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build. Protecting your privacy and the security of your data is a longstanding top priority for Amazon. Please consult our Privacy Notice ( https://www.amazon.jobs/en/privacy_page ) to know more about how we collect, use and transfer the personal data of our candidates.

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.