Public Sector Partner Growth Lead

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

Job summary

Amazon Web Services, Inc. in Arlington, VA seeks an experienced Partner Development Manager to own and grow strategic relationships with global ISVs, accelerating joint go-to-market motions and adoption of AWS services across US Federal, State & Local Government, Education, Healthcare, and Nonprofit verticals.

The role requires navigating FedRAMP/ITAR compliance, maintaining a robust pipeline, and delivering quarterly reviews with executive sponsors to drive differentiated customer outcomes.

Qualifications

• 5+ years of developing, negotiating and executing business agreements experience.
• 5+ years of professional or military experience.
• 5+ years of working with Core Cloud Technology Services, including Compute, Edge, Hybrid, Security, and/or Networking experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ 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
• Experience selling enterprise software or cloud-based applications
• Experience explaining complex technical concepts to various business and technical audiences
• Experience presenting to both technical and non-technical executive audiences

Responsibilities

• Own the strategic public sector partner relationship serves 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 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

Strategic partnership development

Go-To-Market experience

Public sector knowledge

Negotiation & deal-making

Data & AI technologies understanding

Education

Bachelor's degree

Job description

Amazon Web Services, Inc. in Arlington, VA seeks an experienced Partner Development Manager to own and grow strategic relationships with global ISVs, accelerating joint go-to-market motions and adoption of AWS services across US Federal, State & Local Government, Education, Healthcare, and Nonprofit verticals.

The role requires navigating FedRAMP/ITAR compliance, maintaining a robust pipeline, and delivering quarterly reviews with executive sponsors to drive differentiated customer outcomes.