Federal & Defense Public Sector Partner Lead

Amazon

Arlington (VA)

On-site

USD 148,000 - 200,000

Full time

11 days ago

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Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Parental leave

Restricted stock units (RSUs)

Job summary

Amazon Web Services (AWS) seeks a Partner Development Manager to drive growth in US Federal Government, defense technology, and the Defense Industrial Base (DIB) through WWPS NSI partners. You will help partners develop, market, and sell differentiated offerings that deliver new mission outcomes for customers, including migration and modernization of workloads to AWS.

You will collaborate with partners to build go-to-market plans, shape solution offerings, and enable customer adoption,

Qualifications

6+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
2+ years working with Data & AI related technologies, including AI/ML, GenAI, Analytics, Database, and/or Storage.
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.
Experience building 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 a broad portfolio of NSI partners—managing regular business reviews, opportunity development, and pipeline activities with NSI partners, measured against annual revenue targets.
Build joint go-to-market motions with NSI partners to bring federal government, defense, and DIB industry solutions to market, creating new demand and accelerating customer adoption of AWS through partner offerings.
Promote AI/ML capabilities as part of partner federal and defense solutions, helping partners embed AWS AI/ML services into their industry offerings to enhance mission readiness, logistics optimization, predictive maintenance, intelligence analysis (ISR), and operational decision-making for federal and defense customers.
Develop business cases and financial models that quantify the value of partner federal and defense solutions for end customers, enabling partners to articulate ROI and accelerate customer decision-making.
Engage multi-level stakeholders across partner and customer organizations—from solution development teams and delivery leads to C-suite executives and business leadership—articulating solution capabilities, market opportunity, and business impact of federal and defense industry solutions.