Sr Partner Development Mgr, Global ISV Partners

Amazon Web Services (AWS); Arlington (VA); On-site; USD 147,900 - 200,100; Full time

Job summary

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to own and grow strategic relationships with global ISVs across WWPS, accelerating joint go-to-market motions and driving adoption of AWS services for US Federal, State & Local Government, Education, Healthcare, and Nonprofit verticals. This role requires US Citizenship and an active TS/SCI security clearance.

You will manage executive-level relationships, define co-sell GTM plans, and collaborate with AWS field

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, but not limited to 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 Enterprise Application Modernization and Migration technologies, including, but not limited to, Mainframe, Serverless, Containers, or Cloud Operations experience
• 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 serve 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 (e.g., Amazon Bedrock, SageMaker, EC2 accelerated compute) 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

Education

Bachelor's degree

Job description

Description

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to own and grow our strategic relationships with global ISVs, driving transformative scale across our Worldwide Public Sector (WWPS) customer base. In this role, you will be the public sector relationship owner between AWS and the partner, responsible for accelerating joint go-to-market motions, driving adoption of AWS services, expanding market penetration, and delivering differentiated customer outcomes across US Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals.

Description

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to own and grow our strategic relationships with global ISVs, driving transformative scale across our Worldwide Public Sector (WWPS) customer base. In this role, you will be the public sector relationship owner between AWS and the partner, responsible for accelerating joint go-to-market motions, driving adoption of AWS services, expanding market penetration, and delivering differentiated customer outcomes across US Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals.

This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.

Key job responsibilities

Own the strategic public sector partner relationship serve 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 (e.g., Amazon Bedrock, SageMaker, EC2 accelerated compute) 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

About The Team

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 professional or military 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 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
• 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
  
  

Preferred Qualifications

• Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
• 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
  
  

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, Brooklyn - 162,700.00 - 220,200.00 USD annually

USA, TN, Nashville - 133,200.00 - 180,100.00 USD annually

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


Company - Amazon Web Services, Inc.

Job ID: A10447779