Partner Development Manager

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Job Description

Would you like to own building the future for a leader in the Cloud Computing business in the public sector? Would you like to be part of a team focused on increasing awareness and adoption of Amazon Web Services (AWS) by leading the Go-to-Market strategy for strategic Analytics ISV partners?

AWS PDMs work with a select group of large ISV partners to develop go-to-market strategies for expanding ISV and AWS consumption by Public Sector organizations. We help our ISV partners create and close opportunities by aligning AWS and ISV sales resources. As a PDM, you will work closely with AWS Account Executives, Solution Architects, and Partner Marketing to develop and drive new AWS revenue opportunities.

The ideal candidate will possess a business background that enables them to engage at the CxO level, technical personnel, and easily interact with sales/field reps. Successful PDMs think strategically about business, product, and technical challenges and convey compelling partner value propositions.

Here at AWS, we embrace our differences. We are committed to furthering our culture of inclusion. We have ten employee-led affinity groups, reaching 40,000 employees in over 190 chapters globally. We have innovative benefit offerings, and we host annual and ongoing learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences. 

Amazon’s culture of inclusion is reinforced within our 14 Leadership Principles, which remind team members to seek diverse perspectives, learn and be curious, and earn trust.



  • Work with internal stakeholders of partners, and AWS organizational leaders to define and execute high impact, joint sales, and go-to-market programs.
  • Engage ISV Partners’ field sales organization, channels, and end customers to create and drive revenue opportunities for AWS.
  • Create and execute Joint Partner Business Plans to accelerate AWS revenue, target new markets, and ensure alignment with the AWS strategic direction and working with key internal stakeholders.
  • Understand the ISV’s technical requirements and work closely with the internal development team to guide the direction of AWS and ISV product offerings.
  • Provide ISV Partner feedback to internal product development teams to guide the direction of our product offerings. Support the partner’s solutions through formal AWS APN programs and other resources.
  • Communicate to AWS Partner teams, field sales, solutions architects, business development, and other interested parties in partner’s capabilities and successes.
  • Prepare and give periodic business reviews to the AWS senior management team.
  • Work with AWS partner solution architects to help assigned partners to define go to market solution offerings utilizing the AWS service portfolio.
  • Understand the legal, compliance, security, technical, and procurement considerations and certifications specific to the public sector that impact ISV partners.


  • 7+ years of partner, sales, or business development experience in the software/technology industry at the enterprise level.
  • 5+years of demonstrated experience with Public Sector (Federal, State/Local Government, Education, Non-Profits)
  • Demonstrated experience at the C-level
  • BA/BS degree or equivalent experience

Bonus Points

  • Strong written communications skills are a must, as well as the ability to work effectively.
  • Highly self-motivated and entrepreneurial.
  • Demonstrated presentation experience and the ability to work cross-functionally in a highly matrixed organization, internally and externally.
  • Advanced degree.
  • Meets/exceeds Amazon’s leadership principles requirements for this role·
  • Meets/exceeds Amazon’s functional/technical depth and complexity

Job Summary

wave-1-bottom Website
Maryland Location
Full-time Job Type


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