Principal Development Manager - Strategic, WW - ISV, Splunk Partnership, Cisco Partnership

Amazon Web Services (AWS); Mountain View (CA); On-site; USD 130,000 - 160,000; Full time

Job summary

A leading cloud computing service provider in Mountain View is seeking an experienced Principal Partner Development Manager to engage with strategic partners. The role involves executing joint initiatives and developing strategies to drive enterprise adoption of cloud computing solutions. Ideal candidates will have over 5 years of experience in business agreements and partnership building. This position offers a chance to work in a collaborative team environment with key stakeholders.

Qualifications

• 5+ years of experience developing, negotiating, and executing business agreements.
• 5+ years of professional or military experience.
• Experience developing strategies that influence leadership decisions at the organizational level.

Responsibilities

• Work with sales and technical teams to execute joint initiatives.
• Define and deliver go-to-market strategies.
• Engage the partner’s field sales organizations to create joint opportunities.

Skills

Business agreement negotiation

Strategic partnership building

Leadership influence

Data interpretation

Education

Bachelor’s degree

Job description

Principal Partner Development Manager - Strategic, WW - ISV, Splunk Partnership, Cisco Partnership

Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world‑class candidate to engage with a strategic AWS Independent Software Vendor (ISV) partner. Your role will be to work with this partner to deliver value for the partner and its customers, support AWS strategy, and drive accelerating enterprise adoption of AWS cloud computing.

Key Responsibilities

• Work with multiple sales and technical teams within both AWS and the partner to define and execute joint technology development, marketing, and sales initiatives.
• Serve as a key member of the AWS partner alliance team in helping to define and deliver go‑to‑market strategies.
• Engage the partner’s field sales organizations, channels, and end customers to create and drive enablement and joint opportunities.
• Ensure a strategic business plan for target markets and products aligns with AWS and partner strategy, including the creation of detailed business plans to track progress and achievement of goals.
• Set and manage revenue targets and work with your team of GTM Partner Development Managers (PDM), partner, and AWS sales organizations to achieve or exceed goals.
• Create and execute the team’s business plan with key internal stakeholders (e.g., service teams, marketing, PR, legal, support).
• Identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS.
• Ensure AWS sales field and partner business managers work closely with partner customers to maximize success on AWS.
• Build the value proposition so that AWS is the partner’s preferred public cloud across all partner product offerings.
• Understand partner technical requirements and work with internal AWS development teams to guide product direction.
• Prepare and give business reviews to senior management.
• Manage complex negotiations and serve as a liaison to legal and finance groups.
• Ensure operational rigor across the Technology Center of Excellence (COE) and regional territory/account management.

About The Team

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end‑to‑end go‑to‑market strategy for their respective technology domains, providing the business and technical expertise needed for customer success. Partner teams own the strategy, recruitment, development, and growth of key technology and consulting partners, enabling customers to build innovative solutions for complex challenges.

Basic Qualifications

• 5+ years of experience developing, negotiating, and executing business agreements.
• 5+ years of professional or military experience.
• Bachelor’s degree.
• Experience developing strategies that influence leadership decisions at the organizational level.

Preferred Qualifications

• Experience interpreting data and making business recommendations.
• Experience developing, negotiating, and executing business agreements.
• Experience with C‑level sales and strategic partnership building.

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