Senior Partner Development Manager, Partner Strategy & Growth, Horizontal Business Applications

Socket.dev; San Francisco (CA); On-site; USD 163,000 - 220,000; Full time

Job summary

Amazon Web Services (AWS) is seeking a Senior Partner Development Manager to own and grow a flagship ISV alliance, driving the full lifecycle from technical integrations to joint GTM and co-sell execution. You will lead cross‑functional efforts with AWS sales, engineering, and partnerships teams to accelerate customer cloud adoption across industries.

The role focuses on strategic partnerships, alliance governance, and international expansion, working with enterprise accounts and regional teams

Qualifications

• 5+ years of negotiating and executing business agreements.
• 5+ years of experience with Core Cloud Technology Services (Compute, Edge, Hybrid, Security, Networking).
• 5+ years of experience with Business Application Technologies (EUC, Supply Chain, CaaS, Data Apps, Encrypted Communications).
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience.
• 5+ years of Enterprise Application Modernization and Migration technologies (Mainframe, Serverless, Containers, Cloud ops).
• Bachelor's degree

Responsibilities

• Own end-to-end co-sell pipeline and revenue targets for a strategic ISV partnership.
• Define and execute joint GTM strategies and field enablement for AWS sales teams across verticals.
• Drive technical integration efforts with AWS service teams and partner engineering.
• Scale the partnership internationally across EMEA and APJ.
• Serve as primary alliance contact, manage weekly cadences and collaboration agreements.

Skills

Relationship management

Negotiation

Partner development

Go-To-Market

Strategic partnerships

Education

Bachelor's degree

Job description

Are you a collaborative, results-oriented business development professional who thrives at the intersection of cloud technology and strategic partnerships? Amazon Web Services (AWS) is looking for a Senior Partner Development Manager to own and grow one of our most significant independent software vendor (ISV) alliances. In this role, you will serve as the primary relationship owner for a flagship partner, driving the full lifecycle of the alliance across technical integrations, joint go-to-market (GTM) strategy, co-sell pipeline execution, and international expansion. You will work at the center of a partnership generating hundreds of millions in annual co-sell total contract value, with direct influence on how enterprise customers adopt cloud solutions for human capital management (HCM), finance, and business applications. This is an opportunity to shape a high-growth alliance at a pivotal moment - with deepening technical integrations, new AI-driven use cases, and active expansion into new global markets.

Key job responsibilities

• Own the end-to-end co-sell pipeline and revenue targets for a strategic ISV partnership, managing deal execution across AWS Marketplace, enterprise accounts, and cross-partner investment programs to accelerate customer cloud adoption.
• Define and execute joint GTM strategies including business plans, demand-generation campaigns, and field enablement initiatives that equip AWS sales teams to position the partner's solutions effectively across industry verticals such as healthcare, financial services, and retail.
• Drive technical integration efforts by collaborating with AWS service teams and the partner's engineering organization to develop joint solutions leveraging AI, analytics, and cloud-native services.
• Scale the partnership internationally by activating co-sell programs across EMEA and APJ, coordinating with regional AWS teams and local partner field organizations to close deals in new markets.
• Serve as the primary alliance contact for partner executive leadership, managing weekly cadences, negotiating collaboration agreements, and representing the partnership in internal strategy reviews and planning processes.

A day in the life

You will start your morning reviewing co-sell pipeline health and preparing for a weekly alliance call with your partner's leadership team. From there, you might jump into a deal strategy session with an AWS account team pursuing a large enterprise opportunity, then shift to a working session with solutions architects on an emerging AI integration. Afternoons could include coordinating a cross-regional GTM campaign with international counterparts or enabling AWS field sellers on how to position the partner's capabilities. You will regularly engage with stakeholders across sales, product, marketing, and Marketplace teams to keep the partnership moving forward.

About the team

The Partner Strategy & Growth team within Horizontal Business Applications (HBA) at AWS is focused on building and scaling strategic ISV partnerships that help enterprise customers accelerate their cloud journeys. We work closely with AWS sales, Marketplace, solutions architecture, and product teams to create joint value for partners and customers alike. The team is investing in international growth, AI-powered joint solutions, and new Marketplace capabilities - making this an exciting time to join. We value curiosity, collaboration, and a willingness to operate across technical and commercial domains to deliver meaningful customer outcomes.

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 developing, negotiating and executing business agreements experience
• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 5+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
• Bachelor's degree

Preferred Qualifications

• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• Experience interpreting data and making business recommendations across leadership and cross-functional teams
• Experience using analytical tools for workforce metrics and reporting

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

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 - 162,700.00 - 220,200.00 USD annually