Partner Development Manager, US Federal and Defense, Worldwide Public Sector Partners (AWS)

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

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.

Skills

Go-To-Market

Business Development

Sales

Consulting

AI/ML knowledge

Leadership communication

Education

Bachelor's degree

Job description

Partner Development Manager, US Federal and Defense, Worldwide Public Sector Partners

Job ID: 10469942 | Amazon Web Services, Inc.

This position is part of the AWS Worldwide Public Sector (WWPS) Partner Organization. Our team works at the intersection of cloud technology and the public sector mission—partnering with National Systems Integrators (NSIs) to deliver innovative solutions for government, education, nonprofit, and defense customers. We drive adoption of AWS services by enabling our partners to build differentiated capabilities that accelerate their customers' missions.

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to drive the growth of US Federal Government, defense technology, and Defense Industrial Base (DIB) industry solutions across our Worldwide Public Sector National Systems Integrator (NSI) partner ecosystem. In this role, you will work with a broad portfolio of NSI partners to accelerate cloud adoption among federal and defense customers—spanning the Department of Defense (DoD), Intelligence Community (IC), federal civilian agencies, defense primes, defense technology companies, and DIB organizations—by growing adoption of partner industry solutions on AWS.

You will help partners develop, market, and sell differentiated offerings that deliver new mission outcomes for customers, covering both net-new industry solution implementations as well as migration and modernization of existing workloads into AWS.

You will be a trusted advisor to partners at all levels—from solution development teams building federal and defense industry offerings to executive leadership evaluating market strategy and investment priorities. You will help partners identify market opportunities, shape solution offerings, build go-to-market plans, and drive customer adoption. The ideal candidate combines a strong background in partner development with deep knowledge of the US federal government, defense, and DIB landscape, and has a demonstrated track record of helping partners develop and market solution offerings that drive measurable business outcomes. AI/ML capabilities are an important component of modern defense and federal solutions, and you will promote their adoption as part of broader industry solution strategies.

Key job 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.

Basic 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 (Artificial Intelligence/Machine Learning), GenAI (Generative AI), 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 business cases and communicating results throughout the organization
• Familiarity with AI-driven development lifecycle methodologies and agentic AI frameworks

Preferred Qualifications

• 2+ years of software development experience
• Experience selling to or working with public sector organizations (federal, defense, state/local, education, nonprofit, healthcare)
• 2+ years of technology consulting experience (delivery, solution architecture, or advisory)
• Experience working with National Systems Integrators or large consulting partners
• Experience defining and launching new partner solutions, offerings, or go-to-market programs
• Experience with AWS AI/ML services (Amazon Bedrock, Amazon Kiro, Amazon SageMaker) or equivalent cloud AI platforms

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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, CA, San Francisco - 162,700.00 - 220,200.00 USD annually

USA, NY, New York - 162,700.00 - 220,200.00 USD annually

USA, TX, AUSTIN - 147,900.00 - 200,100.00 USD annually

USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually

USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually