Fed ISV Partner Account Manager, FedTech

About the role

AWS is seeking a Partner Account Manager to own and grow a portfolio of Federal Technology Independent Software Vendors (ISVs) within our Worldwide Public Sector (WWPS) organization. The role involves driving direct revenue growth, modernizing platform architectures, and developing joint go-to-market motions for Federal end-customers.

Responsibilities

• Own a portfolio of Federal Technology ISV partners as customers — drive direct AWS revenue growth
• Develop and execute strategic account plans for key partners focused on growing their AWS cloud footprint, modernizing platform architectures, and accelerating new product development on AWS
• Build and maintain an accurate pipeline and forecast of sell-to opportunities aligned with each partner's infrastructure roadmap, product releases, and Federal contract vehicles
• Drive joint GTM motions — identify, develop, and close co-sell opportunities across Federal end-customers by articulating the differentiated value of each partner's solutions running on AWS
• Collaborate with AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on AWS
• Navigate Federal compliance and certification requirements (FedRAMP, IL2–IL6, StateRAMP, CMMC) to help partners achieve authorization milestones that unlock new Federal revenue
• Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations
• Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell-to and GTM motions
• Serve as the voice of the partner internally — advocate for partner across AWS product, programs, and go-to-market teams

Qualifications

• 5+ years of technology sales, or 3+ years of technology sales experience
• Experience with startups or large enterprise customers
• Bachelor's degree, or 3+ years of professional experience
• 3+ years of experience working with or selling to US public sector customers (Federal, State & Local, or Education)
• Demonstrated track record of meeting or exceeding revenue targets in a quota-carrying role

Preferred Qualifications

• Experience managing a portfolio of ISV or technology partner accounts
• Knowledge of Federal procurement vehicles, compliance frameworks, and authorization processes (FedRAMP, IL2–IL6, CMMC)
• Experience driving Marketplace listings, private offers, and channel-transacted revenue
• Track record of building and executing joint go-to-market strategies with ISV partners in a Federal or public sector context
• Experience working in a matrixed organization with multiple internal stakeholders (field sales, solutions architects, business development, programs)
• Strong executive communication skills with experience delivering QBRs and managing C-level relationships