Principal WW Business Development Manager, Funding Programs, Partner Migration Programs

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.

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.

Amazon Web Services (AWS) is seeking an experienced Programs Strategy and Change Management Lead to own the vision, design, and worldwide execution of our flagship Sell Programs portfolio including MAP (Migration Acceleration Program) and POC (Proof of Concept). This is a high-visibility, high-impact role within the AWS Specialist & Partner Organization.

You will own the strategy and operational excellence of the programs and underlying primitives - standardized funding mechanisms with defined economics (rates, caps, payment triggers) - that power customer transformations and partner engagements at scale.

If you"re energized by taking complexity and turning it into elegant, scalable mechanisms that work for customers, partners, and field teams alike - this is your role.

Key job responsibilities

• Own the Sell Programs strategy: Define and evolve the worldwide portfolio of Sell Programs and their underlying primitives - standardized funding mechanisms that apply uniformly across workload types. Determine how programs compose, how tiered structures unlock funding levels, and where to invest for growth.
• Drive program consolidation and simplification: Lead the strategic evolution from fragmented, program-specific rules into a streamlined architecture. Build the business cases, define transition roadmaps, and manage the organizational change required to retire legacy constructs and land new ones.
• Design and launch new programs: Conceptualize, validate, and bring to market new programs and mechanisms - from insight through pilot to worldwide scale. Determine when to build net-new vs. evolve existing programs across both customer and partner motions.
• Lead change management at scale: Architect and execute cross-organizational change management for program launches, evolutions, and retirements. Develop enablement frameworks, communication strategies, and adoption motions that land across field sales, partners, and internal stakeholders globally.
• Build operating models: Define the governance, WBRs, escalation paths, and compliance frameworks that ensure programs operate with rigor post-launch. Establish success metrics and hold programs accountable to them.
• Influence across the organization: Align senior leadership across AWS Sales, Partner Sales, Business Development, Partner Management, and external SI/Consulting partners. Navigate ambiguity and competing priorities in a matrixed environment to drive decisions and commitment.
• Deliver through data: Build reporting frameworks that give leadership clear line-of-sight into program health, funding utilization, ROI, and customer/partner impact. Use data to continuously refine strategy and investment allocation.

A day in the life

About the team

Diverse Experiences

AWS 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.

Why AWS?

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.

Inclusive Team Culture

AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.

Mentorship & 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.

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.