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Amazon Sr Partner Development Manager, COE Technology Partnerships, Horizontal Business Applications in Palo Alto, California


AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Manage elite strategic global AWS technology partners in the business applications segment. Help partners build, market, and sell with AWS by driving C-level and field sales relationships; guide the development and launch of joint solutions; and execute joint go-to-market plans globally. The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint go-to-market efforts and to easily interact with enterprise customers.

Key job responsibilities

You will need to establish and grow business and technical relationships while managing the day-to-day partner interactions, driving top line revenue growth and overall market adoption of partner solutions on AWS. This person should have a demonstrated ability to think strategically about business, product, and technical challenges within cloud technologies as well as the capacity to build and convey compelling value propositions. The position also requires a strong technical acumen and deep familiarity with cloud. Work with a small number of highly strategic Global Partners to define and execute joint technology, marketing and sales initiatives. Serve as a key member of the AWS alliance team in helping to define and deliver the overall go-to-market strategy. Develop and execute a strategic business development plan for target markets that are in line with the AWS strategic direction. Set and manage revenue targets and work to achieve/exceed goals. Work with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.) to identify joint customer segments and industry verticals to approach with a joint value proposition for using AWS. Ability to Think Big and Dive Deep to drive distribution of partner solutions.

A day in the life

Work with partner’s and AWS's field sales organizations to create and drive revenue opportunities for AWS, track partner progress and achievement to goals, understand the technical requirements of each partner and work closely with the internal AWS development team to guide the direction of our product offerings. Prepare and give business reviews to the senior management team.

Manage complex negotiations and serve as a liaison to the legal group. Create and execute operational rigor including territory management, account management, and business reviews (internal/external). Help drive adoption of AWS Marketplace. Drive visibility of the AWS partner relationship.

About the team

The AWS Partner Team's mission is to be a trusted advisor to AWS field sellers for partner solutions, be a trusted advisor to our partners and execute a shared vision, drive revenue growth for our partners, evangelize partner solutions with AWS Industry Teams, be the liaison with other Amazon groups re partner solutions, promote partnerships via go-to-market motions, and drive Think Big/new initiatives. The team breaks up activity and measures success by tracking activity that raises the visibility of the partnership and builds awareness, co-selling, and joint innovation. We drive AWS Partner Network initiatives and AWS Marketplace (MP) adoption.


Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Diverse Experiences

Amazon values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Work/Life Balance

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 in the cloud.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship and Career Growth

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.

Basic Qualifications

  • 5+ years of developing, negotiating and executing business agreements experience

  • 5+ years of professional or military 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

Preferred Qualifications

  • Experience interpreting data and making business recommendations

  • Experience identifying, negotiating, and executing complex legal agreements

  • Previous experience with SaaS providers a plus.

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.