Partner Dev Manager, Pub Sec ISV Team

Amazon Web Services (AWS); Arlington (VA); On-site; USD 92,400 - 160,000; Full time

Job summary

Amazon Web Services, Inc. in Arlington, VA is seeking a leader to own and grow the strategic public sector partner relationship.

You will serve as the primary public sector point of contact and drive joint business planning with federal, state, local government, education, healthcare and nonprofit customers. You will define a joint GTM strategy, align executive stakeholders, and coordinate with solution architects and service teams to ensure partners’ models integrate with AWS services while

Qualifications

• Bachelor's degree or equivalent
• 3+ years of business development, partnership management, or sourcing new business experience
• 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 3+ years of working with Data & AI related technologies, including AI/ML, GenAI, Analytics, Database, and/or Storage
• Experience using data and metrics to determine and drive improvements

Responsibilities

• Own the strategic public sector partner relationship and serve as the primary public sector point of contact.
• Define and execute a joint go-to-market strategy focused on accelerating adoption of AWS across public sector customers, with emphasis on mission-critical use cases in Federal, State & Local Government, Education, Healthcare, and Nonprofit verticals.
• Drive co-sell pipeline development and revenue growth — identify, qualify, and advance joint opportunities with public sector end-customers, articulating the differentiated value of AWS infrastructure.
• Collaborate with AWS field teams, commercial teams, solution architects, and service teams to ensure the partner's models are optimally integrated with AWS services and aligned to public sector customer requirements.
• Navigate public sector compliance and security requirements (FedRAMP, IL4/5/6, StateRAMP, ITAR) as they pertain to the partner's model deployment, data residency, and end-customer procurement pathways.
• Maintain an accurate pipeline and forecast of joint GTM opportunities tied to the partner's model release cadence, capability roadmap, and AWS infrastructure dependencies.
• Build and manage executive-level relationships with the partner's public sector, product, and engineering leadership — deliver quarterly business reviews outlining pipeline health, win/loss analysis, adoption metrics, and strategic investment recommendations.
• Serve as the internal voice of the partnership across AWS WWPS leadership, ensuring alignment on prioritization, resource allocation, and escalation paths.

Skills

Business development

Partnership management

Go-To-Market

Data & AI

Education

Bachelor's degree or equivalent

Tools

Compute

Edge computing

Hybrid cloud

Security

Networking

Job description

Description

Key job responsibilities

Own the strategic public sector partner relationship serve as the primary public sector point of contact, driving joint business planning, executive alignment, and mutual investment across the Worldwide Public Sector segment
Define and execute a joint go-to-market strategy focused on accelerating adoption of AWS across public sector customers, with emphasis on mission-critical use cases in Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals
Drive co-sell pipeline development and revenue growth — identify, qualify, and advance joint opportunities with public sector end-customers, articulating the differentiated value of AWS infrastructure (including GovCloud and classified environments)
Collaborate with AWS field teams, commercial teams, solution architects, and service teams to ensure the partner\'s models are optimally integrated with AWS services (e.g., Amazon Bedrock, SageMaker, EC2 accelerated compute) and aligned to public sector customer requirements
Navigate public sector compliance and security requirements (FedRAMP, IL4/5/6, StateRAMP, ITAR) as they pertain to the partner\'s model deployment, data residency, and end-customer procurement pathways
Maintain an accurate pipeline and forecast of joint GTM opportunities tied to the partner\'s model release cadence, capability roadmap, and AWS infrastructure dependencies
Build and manage executive-level relationships with the partner\'s public sector, product, and engineering leadership — deliver quarterly business reviews outlining pipeline health, win/loss analysis, adoption metrics, and strategic investment recommendations
Serve as the internal voice of the partnership across AWS WWPS leadership, ensuring alignment on prioritization, resource allocation, and escalation paths

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.

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.

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.

Basic Qualifications

• 3+ years of business development, partnership management, or sourcing new business experience
• 3+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 3+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Bachelor\'s degree or equivalent
• Experience using data and metrics to determine and drive improvements

Preferred Qualifications

• Experience in stakeholder management, dealing with multiple stakeholders at varied levels of the organization

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, VA, Arlington - 92,400.00 - 160,000.00 USD annually

Company - Amazon Web Services, Inc.

Job ID: A10469947