Principal Technical Business Development Manager, AWS Technology Partner Center of Excellence

Amazon • New York, NY

2d • Remote

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.

We are seeking a seasoned Senior Technical Business Development Manager within the AWS Marketplace Center of Excellence (within the Tech Partner Center of Excellence) to lead strategic engagement initiatives. This high-impact individual contributor role owns and scales the mechanisms that drive AWS Marketplace adoption, partner activation, and revenue growth globally. You will serve as the connective tissue between our customers, partners — ISVs, channel partners, consulting partners, and third-party integrators — and the AWS Marketplace Product and Engineering teams, translating complex product capabilities into business value and outcomes that accelerates go-to-market success.

The successful candidate will own flagship growth initiatives — including high-touch advisory engagements that embed AWS Marketplace subject-matter expertise into partner teams to resolve co-sell, international expansion, and feature adoption blockers, as well as design AI-powered experiences that help partners identify and adopt Marketplace capabilities based on specific business outcomes and personas. You will also drive cross-functional and cross-organizational strategic initiatives to grow the AWS Marketplace business.

This is not a traditional sales or business development role. You will operate with the strategic rigor of a principal-level program owner and the external credibility of a seasoned AWS Marketplace expert and partner/customer advocate. You will drive senior leader alignment across key stakeholders in engineering, product, field sales and geo business development teams.

Requirements

• 10+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• Experience developing strategies that influence leadership decisions at the organizational level
• 4+ years of working with ISVs and Channel Partners on AWS Marketplace, with deep knowledge of how sellers and buyers operate on AWS Marketplace
• 6+ years in a technical business development role with working knowledge of AWS services; AWS certifications preferred

Nice To Haves

• Experience working cross-team and synthesize feedback and input from product management, engineering, testing, and marketing
• Fluency with AI productivity and engagement tools, with a demonstrated ability to use them to scale partner outreach, synthesize feedback, and accelerate content development
• Experience in a heavily matrixed environment, including developing and executing go-to-market growth initiatives and sales motions
• Experience collaborating with product managers, developers, and other stakeholders
• Exceptional interpersonal and communication skills, both written and verbal, for technical and non-technical audiences
• Deep familiarity with how ISVs, channel partners, and consulting partners sell and transact on AWS Marketplace, including private offer structures, channel programs, and seller operational requirements
• Broad AWS Marketplace fluency across the seller and buyer experience, from listing and procurement to billing and channel program features, spanning software, services, data, and AI agent solutions
• Experience developing and delivering external presentations, product demos, or thought leadership content at industry events or partner conferences

Responsibilities

• Own and scale high-touch AWS Marketplace partner advisory engagements end-to-end
• Manage engagement pipelines, track revenue impact, and evolve the model from resource-led sprints toward repeatable, self-service mechanisms that drive outsized revenue impact
• Lead developing AI-powered experiences that translate AWS Marketplace capabilities into persona-specific business value. Own the product vision, content strategy, and adoption metrics
• Drive strategic growth initiatives across the Marketplace Center of Excellence portfolio to support AMER, EMEA, and APJ geos.
• Develop and maintain mechanisms (dashboards, playbooks, scorecards) that provide leadership with visibility into initiative health and TCV impact

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
• sign-on payments
• restricted stock units (RSUs)

What This Job Offers

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