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 joint account strategies and remove deal friction by coordinating across AWS internal stakeholders including field sales, Partner Solutions Architects, AWS Marketplace teams, and Security Specialist organizations.
• 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

Preferred Qualifications

• Experience in business development, partner development, sales or alliances management
• Experience working cross functionally with tech and non-tech teams
• Amazon experience

Benefits

• Comprehensive benefits including health insurance, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage
• 401(k) matching
• Paid time off
• Parental leave

Pay

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

Schedule

Full-time