AMER ISV Industry FSI PDM, AMER Industry Tech Partners

About the role

The AMER Industry Technology Partners (ITP), part of the AMER Tech Partners (ATP) Team, under the AWS Specialist and Partner Organization (ASP), is seeking a Principal Partner Development Manager (PDM) to set the strategy for and own our most strategic Independent Software Vendor (ISV) relationships in the Financial Services Industry (FSI) across the Americas.

Responsibilities

• Build and influence executive and C level relationships across partner organizations and AWS, orchestrating strategic business reviews, executive briefings, and funding and investment decisions that shape long term joint commitments.
• Set and own the FSI partner strategy, developing and owning comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities and quantify goals for revenue, pipeline, certifications, and customer outcomes across the portfolio.
• Design, establish, and continuously improve joint go to market strategies with partners, including demand generation campaigns, FSI specific vertical plays, and account based engagement that AWS field teams and other PDMs adopt as best practice.
• Own and drive pipeline creation and launch and revenue targets across your FSI ISV portfolio, championing cosell motions that ensure joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations, and providing data-driven recommendations that accelerate deal progression.
• Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and business critical deals transact on Marketplace.
• Drive partner capability uplift, including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements, and guide the development of best practices for capability building across the team.
• Enable partners to build repeatable solutions and intellectual property across priority workloads such as migration, modernization, generative and agentic AI, data and analytics, and security, that address the most complex Americas FSI customer needs.
• Own Partner Revenue Model (PRM) compliance, Strategic Collaboration Agreement (SCA) execution, and Private Pricing Agreement (PPA) governance for assigned partners, identifying, negotiating, and executing complex legal and commercial agreements and ensuring contractual commitments translate to operational outcomes.
• Manage partner funding requests and investments, ensuring return on investment aligns with organizational objectives, and contribute insights, mechanisms, and best practices to the broader AMER PDM community.
• Identify new areas of business opportunity and leverage partner differentiation, mitigating complex long-term risks and driving alignment on new approaches in ambiguous, undefined areas of the FSI partner landscape.
• Collaborate across and influence AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes at organizational scale.

Qualifications

• 7+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 7+ years of solving problems with technology in the Global Financial Services Industry experience
• Experience developing strategies that influence leadership decisions at the organizational level
• 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 in a relevant field or equivalent work experience