Principal AWS Channel Strategy

Amazon Inc.; San Francisco (CA); On-site; USD 194,000 - 262,000; Full time

Job summary

Amazon Inc. in San Francisco is seeking a strategic Principal AWSMP Channel Strategy Program Leader to drive GTM programs for ISV, GenAI, and Foundation Model Provider partners selling to channel customers worldwide.

The role owns GTM strategy for partner programs, incentives, and co-sell tooling, and requires collaboration with AWS Marketplace, partner programs, sales, marketing, and cross-geo teams to accelerate adoption and revenue growth.

Qualifications

• Experience influencing leadership decisions at the organizational level.
• 7+ years in GTM, business development, sales, or consulting.
• 7+ years in developing, negotiating and executing business agreements.
• 7+ years working with data & AI technologies (AI/ML, GenAI, analytics).
• Bachelor's degree required.
• Experience selling to Fortune 1000 or Global 2000 organizations.
• Experience as founder or executive in related segments or as a practice leader.

Responsibilities

• Define and lead ISV and AWS Marketplace GTM programs and strategy.
• Create and execute global GTM plans to accelerate adoption.
• Lead reporting on program health, metrics, and revenue impact.
• Enable and scale CPPO and MPPO mechanisms.
• Collaborate with ASP product teams to improve tooling.
• Lead enablement for AWS sellers, ISV partners, GenAI partners, and channel partners.
• Coordinate GTM motions across marketing, partner programs, sales and geography teams.

Skills

GTM strategy development

Executive stakeholder management

Strategic partnerships

Negotiation & deal execution

AI/GenAI data technologies

Selling to large enterprises

Education

Bachelor's degree

Tools

AWS

Bedrock

AWS Marketplace

Job description

• Experience developing strategies that influence leadership decisions at the organizational level
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of developing, negotiating and executing business agreements experience
• 7+ 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
• 7+ years of Go-To-Market (GTM), Business Development, Sales, or Consulting experience specifically with focus on driving revenue, demand, and adoption by selling to, with, and through Independent Software Vendors (ISV), and/or Artificial Intelligence (AI), and Large Language Models (LLMs)
• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
• Experience selling to Fortune 1000 or Global 2000 organizations

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 - 193,700.00 - 262,000.00 USD annually

USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually

This position is part of the AWS Specialist and Partner (ASP) Organization, within the Partner Core team. Amazon Web Services (AWS) is seeking a strategic Principal AWSMP Channel Strategy Program Leader to lead Go-To-Market (GTM) programs’ success for Independent Software Vendor (ISV), Generative AI (GenAI), and Foundation Model Provider partners selling to Channel Partners' end customers across all sizes and segments.

This role will own the GTM strategy for Partner Core programs, incentives and co-sell tooling for ISV and GenAI partners serving all channel end customers globally. The role will work at the intersection of AWS Marketplace, program management, partner development management, sales teams, as well as AWS Solution Providers, Distributors, MSPs.

Key job responsibilities

• Define and Lead the ISV and AWS Marketplace GTM programs & strategy for AWS Channel Programs with an emphasis on AI Solutions, including Amazon Bedrock
• Create and execute comprehensive global GTM plans to accelerate adoption of AWS ISV partner solutions across Channel Partners, including partner messaging, campaign motions, and co-sell playbooks
• Lead report on program health, conversion metrics, and revenue impact from Amazon Bedrock opportunities and revenue flowing via AWS Channel Partners and lead programmatic strategies to accelerate and grow
• Enable and scale CPPO (Channel Partner Private Offer) and MPPO (Marketplace Private Offer) mechanisms via new GenAI Partners and Solutions, driving Channel Programs growth
• Collaborate with ASP product teams to improve tooling through partner intelligence, communicating business demands, and partner feedback accordingly.
• Lead and build scalable enablement for AWS sellers, ISV partners, GenAI partners, and Channel Partners to drive successful co-sell motions across all segments, including partner-ready content, training materials, and go-to-market resources
• Work cross-functionally with marketing, partner programs, sales, and various geography teams to coordinate GTM motions.

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.