Senior Partner Development Manager, Technology and Software Partnerships

Tech Sales Jobs; Greater London; On-site; GBP 120,000 - 170,000; Full time

Job summary

Amazon Web Services (AWS) in London is seeking an experienced Senior Partner Development Manager to own and grow a portfolio of ISV partnerships across the EMEA region. You will act as a trusted advisor to executives, shaping joint GTM motions, and driving measurable outcomes for partners and AWS.

The role requires leadership across multiple technology domains, ability to articulate a partner's value proposition, and a long-term, pragmatic approach.

Qualifications

• Bachelor's degree is required.
• Experience influencing leadership decisions at organizational level.
• Experience managing programs across cross-functional teams and release schedules.
• Experience selling enterprise software or cloud-based applications.
• Ability to explain complex technical concepts to business and technical audiences.
• Experience presenting to executive audiences and interpreting data to make business recommendations.
• Experience identifying, negotiating, and executing complex legal agreements.

Responsibilities

• Own the partner portfolio across the EMEA region and lead ISV relationships.
• Act as strategic advisor to partners and guide joint GTM actions with AWS.
• Craft and deliver partnership narratives to VP/C-level audiences.
• Drive AWS Marketplace adoption and co-sell motions; simplify procurement.
• Develop joint go-to-market strategies aligned to AWS priorities.
• Spot whitespace and translate it into new value propositions.
• Coordinate cross-functional teams to meet partner goals and milestones.
• Own revenue targets, pipelines, and marketplace growth metrics.
• Build and maintain VP/CxO-level relationships with partners and AWS.
• Contribute to team processes and share best practices to improve the EMEA ISV team.

Skills

Strategic partnership mgmt

Executive stakeholder comms

Cross-functional leadership

Enterprise software sales

Data interpretation & analytics

Complex contract negotiation

Education

Bachelor's degree

Job description

• Bachelor's degree
• 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
• 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 your 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.

Amazon Web Services (AWS) is looking for an experienced and strategic Senior Partner Development Manager to join the EMEA ISV Team, owning and growing a portfolio of Independent Software Vendor (ISV) partnerships across EMEA. Based in London, this role is the primary strategic advisor to a diverse set of ISVs — spanning multiple technology categories — helping them build on AWS, grow through AWS Marketplace, and drive joint customer outcomes.

The Senior PDM will own the end-to-end partner relationship, operating as a trusted advisor at the executive level. You will define the partnership narrative, shape joint go-to-market strategies, and drive measurable business outcomes across your portfolio. This is not an execution-only role — you will independently set direction for your partners, identify new growth opportunities, and influence both internal and external stakeholders to align on strategic priorities.

The ideal candidate combines strong business judgment with the ability to engage credibly at CxO level. You are comfortable operating across technology domains, can quickly develop conviction on a partner's value proposition, and translate that into actionable joint GTM motions. You think long-term, act with urgency, and thrive in ambiguity.

Key job responsibilities

• Own the partner portfolio — serve as the single-threaded leader for a portfolio of ISVs across the EMEA region, spanning multiple technology categories (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.