Principal Tech Business Development, Amazon Retail Ad Service

Amazon Inc.; New York (NY); On-site; USD 194,000 - 262,000; Full time

Job summary

Amazon.com Services LLC, operating Amazon Retail Ad Service, seeks a Principal Tech Business Development leader to drive strategic partnerships and long-term growth with retailers and advertisers.

You will own executive relationships, shape the GTM strategy, and collaborate with product, engineering, and operations teams to structure high-impact deals and scalable partnerships across the retail ad space.

Qualifications

• 7+ years developing, negotiating and executing business agreements.
• Bachelor's degree.
• Experience in B2B digital advertising and ad-tech products.
• Experience with Data & AI technologies (AI/ML, GenAI, analytics).

Responsibilities

• Own strategic customer relationships and negotiations.
• Develop and align the go-to-market strategy for Amazon Retail Ad Service.
• Lead executive relationships with key customers and partners.
• Work with cross-functional teams to execute on partnerships.
• Structure and negotiate complex partnership agreements (advertising deals, digital media).

Skills

Strategic partnerships

Negotiation

Go-To-Market strategy

Cross-functional leadership

Data & AI technologies

Education

Bachelor's degree

Tools

AI/ML platforms

Analytics tools

Ad tech (DSP / ad server)

Job description

Principal Tech Business Development, Amazon Retail Ad Service

Job ID: 10560886 | Amazon.com Services LLC

Join Amazon Retail Ad Service to lead strategic partnerships that transform how retailers and advertisers connect with shoppers. Amazon Retail Ad Service (RAS) is seeking a Principal Tech Business Development leader to focus on strategic deals, partnerships, and go-to-market strategy. This role will work closely with the Amazon Retail Ad Service product and leadership team, Amazon Ads senior management, cross business-unit BD teams, and other corporate functions to drive unique partnership opportunities. The candidate will be part of a team that is responsible for externalizing Amazon Ads technology for third-party retailers. This role is responsible for developing and executing high impact, complex, partnerships, and includes managing relationships and negotiations for customer and partnership deals which have long-term implications for Amazon. This position offers an opportunity to innovate and bring to life first-in-category initiatives and build cross functional relationships inside one of the world’s most innovative, customer-centric companies. This role also owns defining the strategy, customer frameworks and prioritization, developing and owning pipeline metrics, and influencing product and tech roadmaps to enable long-term growth.

We are seeking an innovative, entrepreneurial, creative, analytical, technical, and strategic thinker, who wants to build transformative partnerships to support our ongoing innovations and growth. The ideal candidate is a self-starter who enjoys solving complex problems, works effectively with cross-functional counterparts and thrives in a fast-paced setting that is constantly evolving. Proving you have high judgement, strong capabilities to earn trust, and are comfortable working in ambiguous, highly-visible situations is critical for this position.

Key job responsibilities

• Own strategic customer relationships and negotiations.
• Own the executive relationships with strategically important customer and partner companies in the sector; institute regular mechanisms to cultivate trust and drive alignment with Amazon’s priorities. Provide executive sponsorship when needed for other BD efforts and act as the executive escalation management resource for Amazon leaders.
• Develop and align the go-to-market strategy and goals/planning for Amazon Retail Ad Service.
• Develop scalable insight-driven narratives with sound recommendations.
• Develop a durable strategic framework to constantly evaluate new ideas based on business potential, opportunity size and strategic fit.
• Develop innovative commercial strategies and partnership ideas that drive material business impact for the business.
• Influence senior commercial, technical and product stakeholders to drive alignment around new ideas and initiatives, debate tradeoffs and make high-judgment decisions related to critical partnerships and cross product initiatives
• Work with cross-functional teams including Product, Operations, Engineering, Legal, Finance, and senior management to execute on the relationships.
• Systems thinker who understands the commercial workflows and product/technical frameworks relevant to the sector.
• End-to-end deal experience; structuring and negotiating complex partnership agreements such as advertising deals, complex digital media transactions, and strategic ad technology relationships.
• Strong financial acumen with the ability to analyze income, balance sheet and cash flow statements. Can construct an operating P&L, model deals, and articulate cost/benefit analyses.

In this role, you'll focus on building and nurturing strategic relationships with key retail and advertising partners. You might spend your morning analyzing market opportunities and developing partnership frameworks, then transition into executive-level negotiations with potential partners. Throughout the day, you'll collaborate with our product, engineering, and operations teams to align on go-to-market strategies and ensure partnerships are structured for long-term success. You'll also work to influence senior stakeholders across Amazon on critical initiatives, presenting data-driven recommendations and navigating complex tradeoffs. Your work directly shapes how we expand Amazon's advertising technology to third-party retailers and helps define what's possible in the retail advertising space.

About the team. We are building the future of retail advertising by enabling retailers to launch and scale their own ads businesses using Amazon's proven ad-technology. Our team partners with some of the industry's most innovative companies to create first-in-category solutions that connect advertisers with shoppers across multiple retail platforms. We're looking for someone who shares our vision of transforming the advertising landscape and who thrives in collaborative environments. You'll work alongside talented product managers, engineers, and commercial leaders who are committed to solving complex problems and delivering customer-centric solutions. Joining our team means being part of a group that values strategic thinking, cross-functional partnership, and the drive to build something meaningful in a rapidly evolving industry. To learn more about Amazon Retail Ad Service, visit https://advertising.amazon.com/retail-ad-service.

Basic Qualifications

• 7+ years of developing, negotiating and executing business agreements experience
• 7+ years of professional or military experience
• 7+ years of solving problems with technology in the Media & Entertainment Industry experience
• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree
• 7+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience in B2B, digital advertising, and ad-tech products/services
• Experience in digital media including display/search advertising, campaign optimization, analytics platforms, client management and business development

Preferred Qualifications

• 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
• MBA
• Experience with and deep understanding of advertising technologies (i.e., ad server, DSP)

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, NY, New York - 193,700.00 - 262,000.00 USD annually