Partner Development Manager, Technology Partnerships, Canada

Amazon • Toronto, ON

2d • CA$111,300 - CA$185,800 • Onsite

About The Position

Amazon Web Services (AWS) is seeking a Partner Development Manager to join the Canadian Technology Partnerships and AWS Marketplace team. This role focuses on defining how the world's largest cloud platform partners with technology companies in Canada. You will own strategic relationships with Independent Software Vendors (ISVs) and drive co-sell outcomes through AWS Marketplace, aiming to accelerate partner growth on AWS and build a durable revenue stream through Marketplace Private Offers (MPPOs), co-sell motions, and joint go-to-market plays targeting Canadian enterprise customers. This is not a traditional partner management role; it operates at the intersection of partner strategy, commercial execution, and marketplace economics.

Requirements

• 5+ years of business development, partner development, sales or alliances management experience
• Experience with end-customer sales in the cloud or software industry and a successful track record with consulting or technology partners through account management, program management, and business development
• Experience working with partners through account, product or program management and business development engagements
• Demonstrated ability to build and execute joint business plans that drive measurable revenue outcomes
• Experience with cloud platforms, SaaS business models, or enterprise software ecosystems

Nice To Haves

• Experience in large complex deal negotiations with a successful track record
• Experience with AWS Marketplace, cloud marketplaces, or channel/alliance programs at a hyperscaler
• Track record of driving co-sell or partner-led sales motions in collaboration with field sales organizations
• Understanding of the Canadian technology and enterprise landscape
• Strong analytical skills and comfort with data-driven pipeline management
• Familiarity with ISV business models, including SaaS pricing, consumption economics, and platform strategies

Responsibilities

• Own a portfolio of strategic ISV partnerships in Canada, driving executive-level relationships and executing joint business plans to grow partner revenue on AWS.
• Drive Marketplace adoption as the primary co-sell channel, managing the full lifecycle including partner listing strategy, MPPO execution, channel routing, and deal acceleration.
• Build and manage joint pipeline with assigned partners, conducting regular business reviews, tracking pipeline health, and driving deal progression with AWS field sales teams.
• Lead the partner-led sales motion in Canada, identifying customer opportunities for partners, connecting partners to AWS account teams, and enabling field sellers to position partner solutions.
• Create and execute go-to-market programs, including joint marketing, demand generation, and partner enablement initiatives aligned with Canadian market priorities.
• Represent partners internally across AWS, building awareness of their solutions, influencing product roadmap discussions, and advocating for partner needs with service teams.
• Prepare and deliver business reviews to senior leadership, using data and analytics to track performance against targets.
• Manage complex commercial engagements, including contract negotiations, pricing strategy, and legal coordination.

Benefits

• health insurance (medical, dental, vision, prescription, basic life & AD&D insurance)
• Registered Retirement Savings Plan (RRSP)
• Deferred Profit Sharing Plan (DPSP)
• paid time off
• other resources to improve health and well-being

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed