FSI Industry AI Partner Development Leader

Amazon Web Services (AWS); Arlington (VA); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Web Services, Inc. seeks a Principal Partner Development Manager to own the strategy and ISV relationships in Financial Services across the Americas. You will shape partner plans, drive joint go-to-market programs, and manage executive engagements to accelerate revenue and customer outcomes.

Lead cross-functional teams, guide data-driven reviews, and develop scalable partner capabilities, certifications, and marketplace adoption across AWS field and partner networks.

Qualifications

• 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years of solving problems with technology in the Global Financial Services Industry experience.
• 5+ years of developing, negotiating and executing business agreements experience.
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology.
• Experience presenting to both technical and non-technical executive audiences.

Responsibilities

• Build and influence executive and C level relationships across partner organizations and AWS, orchestrating strategic business reviews, executive briefings, and funding and investment decisions that shape long term joint commitments.
• Set and own the FSI partner strategy, developing and owning comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities and quantify goals for revenue, pipeline, certifications, and customer outcomes across the portfolio.
• Design, establish, and continuously improve joint go to market strategies with partners, including demand generation campaigns, FSI specific vertical plays, and account based engagement that AWS field teams and other PDMs adopt as best practice.
• Own and drive pipeline create and launch and revenue targets across your FSI ISV portfolio, championing cosell motions that ensure joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations, and providing data driven recommendations that accelerate deal progression.
• Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and business critical deals transact on Marketplace.
• Drive partner capability uplift, including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements, and guide the development of best practices for capability building across the team.
• Enable partners to build repeatable solutions and intellectual property across priority workloads such as migration, modernization, generative and agentic AI, data and analytics, and security, that address the most complex Americas FSI customer needs.
• Own Partner Revenue Model (PRM) compliance, Strategic Collaboration Agreement (SCA) execution, and Private Pricing Agreement (PPA) governance for assigned partners, identifying, negotiating, and executing complex legal and commercial agreements and ensuring contractual commitments translate to operational outcomes.
• Manage partner funding requests and investments, ensuring return on investment aligns with organizational objectives, and contribute insights, mechanisms, and best practices to the broader AMER PDM community.
• Identify new areas of business opportunity and leverage partner differentiation, mitigating complex long term risks and driving alignment on new approaches in ambiguous, undefined areas of the FSI partner landscape.
• Collaborate across and influence AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes at organizational scale.

Skills

Go-To-Market

Business Development

Sales

Consulting

Data interpretation

Executive communication

Partner strategy

Cosell partnerships

Job description

Amazon Web Services, Inc. seeks a Principal Partner Development Manager to own the strategy and ISV relationships in Financial Services across the Americas. You will shape partner plans, drive joint go-to-market programs, and manage executive engagements to accelerate revenue and customer outcomes.

Lead cross-functional teams, guide data-driven reviews, and develop scalable partner capabilities, certifications, and marketplace adoption across AWS field and partner networks.