Principal Tech Business Development Manager, AWS Marketplace Storefront

Amazon•Herndon, VA

About The Position

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. Amazon Web Services (AWS) is seeking a Principal Tech Business Development Manager to lead the Go-to-Market (GTM) strategy for Feenix.ai's storefront capability within AWS Marketplace. This role will be instrumental in transforming how enterprises procure software by creating seamless experiences for buyers, sellers, and resellers through innovative storefront solutions. As a Principal Tech BDM, you will define and execute the GTM strategy to accelerate adoption of storefront capabilities that simplify procurement workflows, enhance buyer experiences, and enable sellers and channel partners to scale their business through AWS Marketplace. You will develop global enablement programs and incentive structures to drive field adoption, while working closely with the AWS Marketplace product management team to shape requirements and influence the product roadmap based on market feedback. The ideal candidate will possess deep expertise in procurement technology, marketplace dynamics, and enterprise software sales. You will have both a business background that enables you to engage at the CXO level, as well as a technical foundation that allows you to articulate the value proposition of storefront solutions to IT leaders, procurement officers, and channel partners. You should have a demonstrated ability to think strategically about complex multi-sided marketplace challenges and build compelling value propositions for diverse stakeholder groups.

Requirements

7+ years of developing, negotiating and executing business agreements experience
Bachelor's degree
Experience developing strategies that influence leadership decisions at the organizational level
Experience managing programs across cross functional teams, building processes and coordinating release schedules

Nice To Haves

Experience selling to Fortune 1000 or Global 2000 organizations
Experience interpreting data and making business recommendations
Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
Experience identifying, negotiating, and executing complex legal agreements

Responsibilities

Define and deploy the worldwide GTM strategy for Feenix.ai storefront capabilities within AWS Marketplace
Develop targeted programs, scalable sales plays, and incentive structures to accelerate adoption across buyers, sellers, and reseller ecosystems
Identify target customer segments, industry verticals, and partner profiles for prioritized outreach
Develop and deploy comprehensive global enablement programs for AWS sales teams, solution architects, and channel partners
Create training curricula, playbooks, battle cards, and certification paths to build storefront expertise organization-wide
Establish train-the-trainer models to scale enablement globally and measure effectiveness through adoption metrics
Serve as the primary GTM liaison to AWS Marketplace product management, providing continuous market feedback and customer requirements
Synthesize field insights and competitive intelligence into actionable product requirements and roadmap priorities
Collaborate on go-to-market timing, messaging, and launch strategies for new storefront features
Orchestrate cohesive sales motions across AWS Marketplace product, sales, marketing, and partner teams
Engage directly with enterprise customers at the CxO level to understand procurement challenges and position storefront solutions
Drive GTM alignment with ISVs, resellers, and channel partners through joint value propositions and co-selling motions
Establish metrics and KPIs to measure storefront adoption, revenue impact, and program ROI
Prepare and deliver business reviews to senior leadership on GTM execution and strategic recommendations
Serve as an evangelist for AWS Marketplace storefront capabilities at industry events and customer briefings

Benefits

AWS values diverse experiences.
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.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.