Partner Development Manager, US Federal and Defense, Worldwide Public Sector Partners

This position is part of the AWS Worldwide Public Sector (WWPS) Partner Organization. Our team works at the intersection of cloud technology and the public sector mission-partnering with National Systems Integrators (NSIs) to deliver innovative solutions for government, education, nonprofit, and defense customers. We drive adoption of AWS services by enabling our partners to build differentiated capabilities that accelerate their customers" missions.

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to drive the growth of US Federal Government, defense technology, and Defense Industrial Base (DIB) industry solutions across our Worldwide Public Sector National Systems Integrator (NSI) partner ecosystem. In this role, you will work with a broad portfolio of NSI partners to accelerate cloud adoption among federal and defense customers-spanning the Department of Defense (DoD), Intelligence Community (IC), federal civilian agencies, defense primes, defense technology companies, and DIB organizations-by growing adoption of partner industry solutions on AWS. You will help partners develop, market, and sell differentiated offerings that deliver new mission outcomes for customers, covering both net-new industry solution implementations as well as migration and modernization of existing workloads into AWS.

You will be a trusted advisor to partners at all levels-from solution development teams building federal and defense industry offerings to executive leadership evaluating market strategy and investment priorities. You will help partners identify market opportunities, shape solution offerings, build go-to-market plans, and drive customer adoption. The ideal candidate combines a strong background in partner development with deep knowledge of the US federal government, defense, and DIB landscape, and has a demonstrated track record of helping partners develop and market solution offerings that drive measurable business outcomes. AI/ML capabilities are an important component of modern defense and federal solutions, and you will promote their adoption as part of broader industry solution strategies.

Key job responsibilities

Drive pipeline and revenue through partner-led federal and defense solution implementations with WWPS customers by working across a broad portfolio of NSI partners-managing regular business reviews, opportunity development, and pipeline activities with NSI partners, measured against annual revenue targets.

Build joint go-to-market motions with NSI partners to bring federal government, defense, and DIB industry solutions to market, creating new demand and accelerating customer adoption of AWS through partner offerings.

Promote AI/ML capabilities as part of partner federal and defense solutions, helping partners embed AWS AI/ML services into their industry offerings to enhance mission readiness, logistics optimization, predictive maintenance, intelligence analysis (ISR), and operational decision-making for federal and defense customers.

Develop business cases and financial models that quantify the value of partner federal and defense solutions for end customers, enabling partners to articulate ROI and accelerate customer decision-making.

Engage multi-level stakeholders across partner and customer organizations-from solution development teams and delivery leads to C-suite executives and business leadership-articulating solution capabilities, market opportunity, and business impact of federal and defense industry solutions.