Senior Business Development Program Manager, ISV Go-to-Market, WW Public Sector Partner Core (AWS)

Amazon; Seattle (WA); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Web Services (AWS) seeks a strategic BD Program Manager to lead GTM programs for ISV partners serving public sector customers, spanning government, education, healthcare, and aerospace. You’ll align partner management, sales, and AI-enabled enablement to launch and scale co-sell motions for software solutions.

Role emphasizes AWS Marketplace, AI solutions, and cross-functional collaboration to improve co-sell tooling and partner success.

Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience managing programs across cross functional teams, building processes and coordinating release schedules.
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology.
• Bachelor's degree.

Responsibilities

• Identify and grow the strategic pipeline of ISV partners for public sector at scale.
• Define the public sector ISV GTM strategy for programs, AI-tooling engagement and co-sell at scale. Create and execute comprehensive GTM plans to accelerate adoption of AWS ISV partner solutions in public sector, including partner messaging, campaign motions, and co-sell playbooks
• Report on pipeline health, conversion metrics, and revenue impact from ISV partner opportunities and identify programmatic ways to accelerate
• Drive partner adoption of AI co-sell agents in public sector by providing domain expertise, enablement, and improving co-sell tool performance
• Collaborate with ASP product teams to improve co-sell tooling through partner intelligence, communicating public sector signals, and partner feedback (including solution matching engine, propensity to buy, and co-sell recommendation score).
• Build and execute scalable enablement for AWS sellers and ISV partners to drive successful co-sell motions in WWPS, including partner-ready content, training materials, and go-to-market resources
• Demonstrate thought leadership by representing ISV partner programs incentives at industry events, conferences, and customer roadshows
• Collaborate with ASP to align ISV program requirements and eligibility for public sector needs
• Work cross-functionally with marketing, partner programs, sales, and geography teams to coordinate GTM motions.

Skills

Go-To-Market

Business Development

Program Management

Cross-functional Collaboration

Leadership

Education

Bachelor's degree

Master's degree

Job description

Senior Business Development Program Manager, ISV Go-to-Market, WW Public Sector Partner Core

Job ID: 10506799 | Amazon Web Services, Inc.

This position is part of the AWS Specialist and Partner (ASP) Organization, within the Worldwide Public Sector (WWPS) Partner Core team. Amazon Web Services (AWS) is seeking a strategic Business Development (BD) Program Manager to lead Go-To-Market (GTM) programs’ success for Independent Software Vendor (ISV) partners selling to public sector customers, including but not limited to government, education, nonprofit, healthcare and aerospace verticals.

AWS Program Managers are business problem solvers with deep domain-specific expertise. They develop and execute specialized campaigns, advise and influence partners at the CXO level, and increase the availability of solutions for WWPS customers. They craft scalable GTM motions that address the most strategic growth opportunities across industries and workloads.

This role will own the GTM strategy for Partner Core programs, incentives and co-sell tooling for ISV partners serving public sector customers. The ISV GTM Program Manager will work at the intersection of partner development, sales teams, and AI-powered enablement. The position will advise both partner management and ISV partners on creation, launch, and co-sell motions for software products to deliver value for public sector customers, with additional emphasis on AWS Marketplace and AI solutions. The role partners with ASP teams to improve co-sell tooling through domain expertise, partner intelligence and feedback to improve AI co-sell tool performance.

Key job responsibilities

• Identify and grow the strategic pipeline of ISV partners for public sector at scale
• Define the public sector ISV GTM strategy for programs, AI-tooling engagement and co-sell at scale. Create and execute comprehensive GTM plans to accelerate adoption of AWS ISV partner solutions in public sector, including partner messaging, campaign motions, and co-sell playbooks
• Report on pipeline health, conversion metrics, and revenue impact from ISV partner opportunities and identify programmatic ways to accelerate
• Drive partner adoption of AI co-sell agents in public sector by providing domain expertise, enablement, and improving co-sell tool performance
• Collaborate with ASP product teams to improve co-sell tooling through partner intelligence, communicating public sector signals, and partner feedback (including solution matching engine, propensity to buy, and co-sell recommendation score).
• Build and execute scalable enablement for AWS sellers and ISV partners to drive successful co-sell motions in WWPS, including partner-ready content, training materials, and go-to-market resources
• Demonstrate thought leadership by representing ISV partner programs incentives at industry events, conferences, and customer roadshows
• Collaborate with ASP to align ISV program requirements and eligibility for public sector needs
• Work cross-functionally with marketing, partner programs, sales, and geography teams to coordinate GTM motions.

About the team

WW Public Sector Partner Core enables partners to accelerate cloud adoption and mission outcomes for public sector customers through scalable partner programs and incentives. We work backwards from partner and customer feedback to identify and prioritize the efforts that will accelerate our partners' success in engaging public sector customers and growing their business on AWS.

The team is globally distributed and works with partners ranging from defense technology startups to global ISVs and system integrators, supporting Sales teams that cover government, defense, healthcare, education, nonprofit, and aerospace customers worldwide.

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.

Basic Qualifications

• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience managing programs across cross functional teams, building processes and coordinating release schedules
• Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
• Bachelor's degree

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.

Preferred Qualifications

• Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
• Experience interpreting data and making business recommendations across leadership and cross-functional teams
• Experience presenting to both technical and non-technical executive audiences
• Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate

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.

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

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

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

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