Federal & Defense Partner Growth Lead

Amazon; San Francisco (CA); On-site; USD 163,000 - 220,000; Full time

Benefits offered by this job

RSUs

Comprehensive benefits

Job summary

Amazon is seeking an experienced Partner Development Manager to drive growth of US Federal Government, defense technology, and DIB industry solutions within the WWPS NSI partner ecosystem. You will work with NSI partners to accelerate cloud adoption for federal and defense customers, leading solution offerings and market strategies.

The role requires 6+ years in GTM/BD/Sales/Consulting and strong knowledge of AI/ML, GenAI, and AWS services; collaboration with executives and cross-functional

Qualifications

• 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 2+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience.
• 3+ years of developing, negotiating and executing business agreements experience.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience explaining complex technical concepts to various business and technical audiences.
• Bachelor's degree.
• Experience building and analyzing cost/benefit scenarios and communicating results throughout the organization.
• Familiarity with AI-driven development lifecycle methodologies and agentic AI frameworks.

Responsibilities

• Drive pipeline and revenue through partner-led federal and defense solution implementations with WWPS customers by working across NSI partners, managing reviews and pipeline activities, measured against revenue targets.
• Build joint go-to-market motions with NSI partners to bring federal government, defense, and DIB industry solutions to market, creating demand and accelerating adoption of AWS.
• Promote AI/ML capabilities as part of partner federal and defense solutions, embedding AWS AI/ML services into industry offerings to enhance mission readiness, logistics optimization, ISR, and decision-making.
• Develop business cases and financial models that quantify the value of partner solutions for end customers, enabling ROI articulation and faster decisions.
• Engage multi-level stakeholders—from solution teams to C-suite executives—articulating capabilities, opportunity, and impact of federal and defense industry solutions.

Skills

Go-To-Market experience

Business Development experience

Sales experience

Consulting experience

Education

Bachelor's degree

Tools

AWS AI/ML services (Bedrock, Kiro, SageMaker)

Job description

Amazon is seeking an experienced Partner Development Manager to drive growth of US Federal Government, defense technology, and DIB industry solutions within the WWPS NSI partner ecosystem. You will work with NSI partners to accelerate cloud adoption for federal and defense customers, leading solution offerings and market strategies.

The role requires 6+ years in GTM/BD/Sales/Consulting and strong knowledge of AI/ML, GenAI, and AWS services; collaboration with executives and cross-functional