Partner Development Manager, AMER Industry Tech Partners

About the role

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager (PDM) to own and grow strategic relationships with Independent Software Vendors (ISVs) who create leading industry-specific applications in the Americas. This role sits at the intersection of business development, partner strategy, and customer outcomes. As the primary relationship owner for assigned ISV partners, you will develop and execute joint go-to-market strategies that accelerate customer cloud adoption and expand AWS revenue through partner-led motions. You will build executive relationships and orchestrate co-sell across AWS field teams and partners, driving pipeline targets, designing joint GTM plays, and actively delivering customer outcomes through partners across migration, modernization, data, AI/ML, and industry-specific workloads.

The ideal candidate combines strategic thinking with commercial execution, understanding ISV business models, navigating complex multi-stakeholder deals, and building repeatable partner-led revenue engines in high-growth markets.

Responsibilities

• Own and drive pipeline creation and launch targets across your ISV portfolio, conducting regular pipeline reviews and providing data-driven recommendations to accelerate deal progression.
• Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities, quantifying goals for revenue, pipeline, certifications, and customer outcomes.
• Design and deliver joint go-to-market strategies with partners, including co-sell motions, demand generation campaigns, vertical plays, and account-based engagement with AWS field teams.
• Build and maintain relationships with partner organizations, orchestrating executive connections, strategic business reviews, and funding and investment decisions.
• Drive partner capability uplift, including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements.
• Enable partners to build repeatable solutions and IP across priority workloads (migration, modernization, GenAI, data & analytics, security) that address Americas customer needs.
• Collaborate across AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes.
• Manage partner funding requests and investments, ensuring ROI alignment with business objectives; contribute insights and best practices to the broader AMER PDM community.
• Champion and drive co-sell motions with ISV partners, ensuring joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations.

A day in the life

You lead from the front as the owner of the partnership with each ISV, overseeing relationships, strategy, and execution. Every meaningful conversation centers on AI, helping partners re-architect their software strategies for an AI-native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms.

On a typical day, you will:

• Engage ISV partners on business planning, capability development, and go-to-market execution.
• Review partner pipeline health dashboards and act on findings, taking direct action to advance deals and remove roadblocks while providing actionable recommendations to partner marketing, field teams, delivery, and sales leaders.
• Align with AWS field sellers on top partner-attached opportunities, matching the right ISV capability to customer needs and removing deal blockers.
• Enable cross-functional teams on partner strategy, funding mechanisms, and joint selling motions.
• Prepare data-driven business reviews for internal leadership and external partner executives.

About the team

The AMER Industry Technology Partners (ITP) team, part of the AMER Tech Partners organization within the AWS Specialist and Partner Organization, manages a focused portfolio of Independent Software Vendors across six AWS-prioritized industries: Automotive and Manufacturing, Energy and Utilities, Financial Services, Telecommunications, Media Entertainment and Gaming, and Retail. These partners run mission-critical enterprise software powering core customer operations, from controllers behind a large share of the world's factories to platforms behind the majority of top global banks.

Partner Development Managers bring deep industry specialization and act as trusted advisors, earning partner executive trust through their understanding of vertical challenges, regulations, and industry use cases. The team drives co-sell alignment, AWS Marketplace transacting, and generative and agentic AI integration across the portfolio. Financial Services is one of the most strategic and fastest-growing verticals, with this role owning the FSI partner strategy end-to-end.

Requirements

• 5+ years of business development, partnership management, or sourcing new business experience.
• 5+ years of developing, negotiating, and executing business agreements.
• Bachelor’s degree.
• Experience with sales CRM tools such as Salesforce or similar software.
• Experience in setting up and managing a sales pipeline.

Preferred qualifications

• Experience interpreting data and making business recommendations.
• Experience in online advertising or high-tech products/services.

Pay

The base salary range for this position is:

• USA, GA, Atlanta: $82,700.00 - $144,700.00 USD annually
• USA, IL, Chicago: $82,700.00 - $144,700.00 USD annually
• USA, NC, Charlotte: $82,700.00 - $144,700.00 USD annually
• USA, VA, Arlington: $82,700.00 - $144,700.00 USD annually
• USA, WA, Seattle: $82,700.00 - $144,700.00 USD annually

Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on experience, qualifications, and location.

Benefits

• Health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance, and optional supplemental life plans).
• Employee Assistance Program (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 amazon.jobs/en/benefits.