Security GTM Partner Development Manager, AWS Security Partnerships

About the role

The Americas Security organization is seeking a Security GTM Partner Development Manager to drive go-to-market strategy and execution for large and strategic security ISV partners on AWS Marketplace.

Responsibilities

• Own end-to-end go-to-market strategy and execution for assigned strategic security partners, driving Marketplace TCV growth, Launched ARR expansion, and Qualified+ Pipeline generation.
• Develop and execute joint business plans with partner alliance teams, establishing quarterly targets, co-sell motions, and field enablement priorities aligned to mutual growth objectives.
• Lead executive-level partner engagement including quarterly business reviews, executive briefing center sessions, and annual planning cycles that strengthen trust and accelerate joint investment.
• Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals close on Marketplace rather than through direct channels.
• Cook up and coordinate across AWS internal stakeholders including field sales, Partner Solutions Architects, AWS Marketplace teams, and Security Specialist organizations to align on joint account strategies and remove deal friction.
• Identify and activate co-sell opportunities in target enterprise accounts, working directly with AWS Account Executives and partner sales teams to position joint solutions that address customer security requirements.
• Accelerate partner adoption of AWS AI and security services including Amazon Bedrock AgentCore, Security Hub, and GuardDuty through technical collaboration and integration roadmap alignment.
• Manage Partner Revenue Model compliance, Strategic Collaboration Agreement execution, and Private Pricing Agreement governance for assigned partners, ensuring contractual commitments translate to operational outcomes.
• Track and report on partner performance across Marketplace TCV, Launched ARR, Qualified+ Pipeline, co-sell win rate, and deal activation velocity, providing data-driven recommendations for investment and intervention.
• Represent the voice of the partner internally to AWS leadership, advocating for program enhancements, investment decisions, and competitive positioning that serve both AWS and partner growth.

Requirements

• 3+ years of business development, partnership management, or sourcing new business experience
• 3+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
• 3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Bachelor's degree or equivalent
• Experience using data and metrics to determine and drive improvements

Qualifications

• Experience in business development, partner development, sales or alliances management
• Experience working cross functionally with tech and non-tech teams
• Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Pay

Base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs).

Schedule

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.