Senior Technical Business Development Manager, AWS Marketplace

About the role

This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners. Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.

Key job responsibilities

• Feature Validation and Voice of the Customer
• Design and run structured feedback programs — including beta programs, pilot launches, and advisory councils — with ISVs, channel partners, consulting partners, and buyers to validate early-stage Marketplace feature concepts.
• Represent seller and buyer voice in product reviews and engineering discussions, synthesizing findings into clear recommendations for product and engineering leadership.
• Build scalable mechanisms to continuously collect and route partner and customer feedback to the right product and engineering teams.
• Go-to-Market Launch Ownership
• Own go-to-market strategy and execution for Marketplace feature launches, including enablement materials, partner communications, and field readiness programs across software, services, data, and AI agent solutions.
• Track post-launch adoption metrics and develop remediation plans where adoption falls short; close the loop with product and engineering teams with structured findings.
• Leverage AI productivity tools to scale partner outreach, synthesize feedback signals, and accelerate the development of launch content and enablement materials.
• Marketplace Evangelism and Community Engagement
• Represent AWS Marketplace at partner conferences, industry events, and community forums as a credible advocate for Marketplace capabilities across the full range of software, data, services, and AI agent offerings.
• Develop and deliver presentations, demos, and thought leadership content for audiences ranging from technical practitioners to C-suite executives.
• Build a network of engaged advocates and early adopters who can support beta programs and provide ongoing product feedback.
• Partner and Field Engagement
• Build and manage senior-level relationships with ISVs, channel partners, consulting partners, and key buyers to drive feature adoption and surface new product opportunities.
• Collaborate with field sales, partner management, and alliance teams to co-develop go-to-market motions and accelerate Marketplace adoption within key accounts and segments.
• Identify and pursue business development opportunities that emerge from product launches, market trends, or gaps in the current Marketplace seller and buyer experience.

Qualifications

• 5+ years of business development, partnership management, or sourcing new business experience
• Experience establishing credibility quickly with senior level executives across organizations
• A Bachelor's degree or 8+ years of equivalent work experience in a sales, business development, or product management environment
• 3+ years of working with ISVs and Channel Partners on AWS Marketplace, with broad knowledge of how sellers and buyers transact on the platform
• Demonstrated experience running structured partner or customer feedback programs, beta launches, or pilot programs in support of product development