Principal Tech Business Development Manager, AWS Marketplace Storefront

Amazon • Irvine, CA

23h

About The Position

Amazon Web Services (AWS) Marketplace is seeking a Tech Business Development
Manager to drive customer enablement and success for AWS Marketplace's
storefront capabilities. This role will be instrumental in helping enterprises
transform how they procure software by creating seamless experiences for buyers,
sellers, and resellers through innovative storefront solutions.

As a Tech BDM, you will work with external Marketplace sellers and partners to
drive adoption of storefront capabilities that simplify procurement workflows,
enhance buyer experiences, and enable sellers and channel partners to scale
their business through AWS Marketplace. This role combines customer onboarding,
enablement, and business development to ensure our customers successfully adopt
and scale storefront solutions. You will drive operational improvements to add
value, eliminate waste, and improve the customer experience while collaborating
with technical teams to deliver new features and build programs that deliver
high value.

The ideal candidate has strong technical aptitude with knowledge of procurement
technology, marketplace dynamics, and enterprise software. You will have the
ability to learn complex systems quickly and apply them to problem-solve with
creative solutions. You should possess a technical foundation that allows you to
articulate the value proposition of storefront solutions to IT leaders,
procurement officers, and channel partners. You will have a demonstrated ability
to execute well, deliver results, and drive operational excellence with strong
customer obsession, high ownership, and a drive to continuously improve
processes and customer experiences.

Requirements

• Experience building and managing a healthy sales pipeline focused on driving revenue, adoption, and market penetration
• 5+ years of experience in technical account management, customer success, or customer-facing technical roles
• 3+ years of hands-on experience with AWS services and the AWS console
• Strong technical aptitude with ability to understand complex distributed systems and integrations
• Experience working with enterprise software, e-commerce platforms, or marketplace systems

Nice To Haves

• Experience in written and verbal communication with the ability to present complex technical information in a clear and concise manner to executives and non-technical leaders
• Advanced degree, or MBA
• Familiarity with enterprise procurement systems (e.g., Coupa, SAP Ariba, ServiceNow) and procurement workflows
• Experience with API integrations, webhooks, and technical troubleshooting
• Familiarity with AWS Marketplace private offers, channel partner programs, or enterprise procurement workflows
• Experience supporting ISV partners or channel partner ecosystems
• Experience with data analysis tools and customer success platforms

Responsibilities

• Lead customer onboarding for AWS Marketplace storefront capabilities, ensuring successful adoption and time-to-value
• Design and implement scalable processes that improve the storefront onboarding experience for buyers, sellers, and resellers
• Build and maintain enablement content, collateral, playbooks, and documentation for storefront features and procurement workflows
• Facilitate onboarding support and role training for new team members on storefront solutions
• Work with external Marketplace sellers, channel partners, and resellers to drive adoption of storefront capabilities
• Help customers successfully scale their AWS partner business through storefront enablement and guidance
• Develop joint success plans with strategic partners to accelerate storefront adoption and simplify procurement workflows
• Drive operational improvements to add value, eliminate waste, and enhance the storefront customer experience
• Build scalable processes and establish best practices for storefront customer engagement
• Establish metrics and KPIs to measure storefront adoption, customer success, and program effectiveness
• Identify opportunities to automate and streamline storefront onboarding and support workflows
• Collaborate with internal stakeholders across Leadership, Business Development, Finance, Legal, Sales, Business Intelligence, Product, and Engineering to drive storefront success
• Build and strengthen collaborative relationships with partners, service providers, engineering teams, and support staff
• Coordinate with AWS Marketplace engineering teams to prioritize storefront feature requests and bug fixes that impact customer experience
• Synthesize customer feedback on storefront capabilities into actionable requirements for product teams

Benefits

• 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
• parental leave

What This Job Offers

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