Sr. Partner Development Manager, WWPS, PARTNERS-PS

About the Role

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to own and grow our strategic relationship with a leading frontier AI model provider, driving transformative artificial intelligence solutions across our Worldwide Public Sector (WWPS) customer base. In this role, you will be the primary relationship owner between AWS and the partner (80%), responsible for accelerating joint go-to-market motions, driving adoption of frontier AI capabilities in mission-critical public sector environments, expanding market penetration, and delivering differentiated customer outcomes across US Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals. Additionally, you will support go-to-market and partner development activities across a portfolio of strategic WWPS ISV partners (20%), contributing to cross-partner GTM planning, pipeline development, and revenue acceleration initiatives.

Responsibilities

• Own the strategic partner relationship end-to-end — serve as the primary point of contact between AWS and the frontier AI model provider, driving joint business planning, executive alignment, and mutual investment across the Worldwide Public Sector segment
• Define and execute a joint go-to-market strategy focused on accelerating adoption of frontier AI capabilities (foundation models, agentic AI, multimodal reasoning) across public sector customers, with emphasis on mission-critical use cases in Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals
• Drive co-sell pipeline development and revenue growth — identify, qualify, and advance joint opportunities with public sector end-customers, articulating the differentiated value of the partner's AI models deployed on AWS infrastructure (including GovCloud and classified environments)
• Collaborate with AWS field teams, solution architects, and service teams to ensure the partner's models are optimally integrated with AWS services (e.g., Amazon Bedrock, SageMaker, EC2 accelerated compute) and aligned to public sector customer requirements
• Navigate public sector compliance and security requirements (FedRAMP, IL4/5/6, StateRAMP, ITAR) as they pertain to the partner's model deployment, data residency, and end-customer procurement pathways
• Maintain an accurate pipeline and forecast of joint GTM opportunities tied to the partner's model release cadence, capability roadmap, and AWS infrastructure dependencies
• Build and manage executive-level relationships with the partner's public sector, product, and engineering leadership — deliver quarterly business reviews outlining pipeline health, win/loss analysis, adoption metrics, and strategic investment recommendations
• Serve as the internal voice of the partnership across AWS WWPS leadership, ensuring alignment on prioritization, resource allocation, and escalation paths
• Support GTM and partner development activities across a portfolio of strategic WWPS ISV partners, contributing to co-sell pipeline generation, joint solution positioning, and field enablement
• Assist with business planning and partner engagement cadences (QBRs, MBRs, campaign execution) for additional ISV accounts as needed
• Serve as a key member of the AWS Worldwide Public Sector ISV team, contributing to team-wide best practices, cross-partner learnings, and overall market strategy development
• Accelerate customer adoption and measurable outcomes across both the primary AI partnership and supporting ISV engagements

About the Team

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.

Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.

Qualifications

• Bachelor's degree
• 3+ years of experience working with public sector customers or partners (US Federal, State & Local Government, Education, Healthcare, or Nonprofit)
• Experience managing strategic technology partnerships or co-sell motions involving AI/ML, SaaS platforms, or cloud infrastructure services
• 5+ years of experience in partner development, business development, alliance management, or enterprise sales within the technology sector

Preferred Skills

• Experience working with AI/ML technologies, foundation models, or generative AI platforms — either at a model provider, cloud platform, or as a practitioner driving AI adoption in enterprise or public sector environments
• Familiarity with public sector security and compliance frameworks (FedRAMP, IL4/5/6, StateRAMP, ITAR) and their implications for AI model deployment and data handling
• Experience with AWS services such as Amazon Bedrock, SageMaker, or EC2 accelerated compute (GPU/Inferentia/Trainium instances)
• Demonstrated ability to build and manage executive-level relationships with C-suite and VP-level stakeholders at technology partners
• Track record of building co-sell pipelines and driving joint revenue with technology partners across complex, multi-stakeholder sales cycles
• MBA or advanced degree in a relevant field (business, technology, public policy)

Pay

USA, FL, Miami — 147,900.00 - 200,100.00 USD annually
USA, GA, Alpharetta — 147,900.00 - 200,100.00 USD annually
USA, IL, Chicago — 147,900.00 - 200,100.00 USD annually
USA, MA, Boston — 147,900.00 - 200,100.00 USD annually
USA, TX, Austin — 147,900.00 - 200,100.00 USD annually
USA, TX, Dallas — 147,900.00 - 200,100.00 USD annually
USA, TX, Houston — 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington — 147,900.00 - 200,100.00 USD annually

Benefits

Amazon offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, 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 https://amazon.jobs/en/benefits.

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