Senior Tech Business Development Manager – Customer Success, AWS Marketplace Storefront

Amazon • Santa Clara, CA

9d

About The Position

Amazon Web Services (AWS) Marketplace is seeking a Tech Business Development
Manager to drive customer success and adoption for AWS Marketplace's storefront
capabilities. This role will be instrumental in helping ISV partners, channel
partners, and enterprise buyers successfully implement and scale storefront
solutions that transform how organizations procure software.

As a Tech BDM, you will be the primary technical point of contact for storefront
customers, combining hands-on customer support, technical onboarding, and
enablement to ensure customers achieve their desired outcomes. You will work
directly with customers to configure storefronts, troubleshoot issues, optimize
procurement workflows, and maximize the value of AWS Marketplace. You will help
customers understand how AWS Marketplace and storefronts integrate with their
existing enterprise procurement systems such as Coupa, SAP Ariba, and ServiceNow
to streamline purchasing and compliance processes. This role requires deep
technical knowledge of AWS services, AWS Marketplace operations (listings,
offers, procurement), and hands-on experience with the AWS console and Linux
environments.

The ideal candidate is customer-obsessed with strong technical aptitude and a
passion for solving complex problems. You will have the ability to build trusted
relationships with customers, translate technical concepts into business value,
and serve as the voice of the customer internally. You should be comfortable
working hands-on in the AWS console, troubleshooting technical issues, and
guiding customers through onboarding and adoption journeys. Experience with
enterprise procurement systems and workflows is highly valued. You will possess
high ownership, attention to detail, and a drive to continuously improve the
customer experience.

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 end-to-end technical onboarding for storefront customers (ISV partners, channel partners, enterprise buyers), including storefront configuration, AWS Marketplace listings, offer creation, and procurement workflow setup
• Help customers integrate AWS Marketplace and storefronts with enterprise procurement systems (e.g., Coupa, SAP Ariba, ServiceNow) to streamline purchasing workflows
• Conduct technical workshops and deliver product training on AWS Marketplace operations, private offers, and channel partner workflows
• Develop and maintain onboarding runbooks, enablement content, documentation, and self-service resources
• Serve as the primary technical point of contact for storefront customer inquiries and escalations
• Troubleshoot complex technical issues across AWS services, AWS Marketplace operations, storefront configurations, and procurement integrations using AWS console
• Deliver superior customer support, exceeding SLA expectations and driving key support metrics
• Build trusted relationships with customers to understand their business goals, procurement challenges, and drive storefront adoption
• Conduct regular business reviews and health checks to ensure customers achieve desired outcomes
• Track and report on customer adoption metrics, proactively identify risks, and develop mitigation plans
• Collaborate with Product, Engineering, and Business Development teams; synthesize customer feedback into actionable product requirements
• Coordinate with engineering teams to prioritize bug fixes and enhancements that impact customer experience
• Build scalable processes, playbooks, and best practices for customer onboarding, support, and procurement integrations
• Establish metrics and KPIs to measure customer success, adoption, and satisfaction

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: Senior
• Education Level: No Education Listed