Senior Partner Development Manager, Partner Strategy & Growth, Horizontal Business Applications

Are you a collaborative, results-oriented business development professional who thrives at the intersection of cloud technology and strategic partnerships? Amazon Web Services (AWS) is looking for a Senior Partner Development Manager to own and grow one of our most significant independent software vendor (ISV) alliances. In this role, you will serve as the primary relationship owner for a flagship partner, driving the full lifecycle of the alliance across technical integrations, joint go-to-market (GTM) strategy, co-sell pipeline execution, and international expansion. You will work at the center of a partnership generating hundreds of millions in annual co-sell total contract value, with direct influence on how enterprise customers adopt cloud solutions for human capital management (HCM), finance, and business applications. This is an opportunity to shape a high-growth alliance at a pivotal moment - with deepening technical integrations, new AI-driven use cases, and active expansion into new global markets.

Key job responsibilities

• Own the end-to-end co-sell pipeline and revenue targets for a strategic ISV partnership, managing deal execution across AWS Marketplace, enterprise accounts, and cross-partner investment programs to accelerate customer cloud adoption.
• Define and execute joint GTM strategies including business plans, demand-generation campaigns, and field enablement initiatives that equip AWS sales teams to position the partner"s solutions effectively across industry verticals such as healthcare, financial services, and retail.
• Drive technical integration efforts by collaborating with AWS service teams and the partner"s engineering organization to develop joint solutions leveraging AI, analytics, and cloud-native services.
• Scale the partnership internationally by activating co-sell programs across EMEA and APJ, coordinating with regional AWS teams and local partner field organizations to close deals in new markets.
• Serve as the primary alliance contact for partner executive leadership, managing weekly cadences, negotiating collaboration agreements, and representing the partnership in internal strategy reviews and planning processes.

A day in the life

You will start your morning reviewing co-sell pipeline health and preparing for a weekly alliance call with your partner"s leadership team. From there, you might jump into a deal strategy session with an AWS account team pursuing a large enterprise opportunity, then shift to a working session with solutions architects on an emerging AI integration. Afternoons could include coordinating a cross-regional GTM campaign with international counterparts or enabling AWS field sellers on how to position the partner"s capabilities. You will regularly engage with stakeholders across sales, product, marketing, and Marketplace teams to keep the partnership moving forward.

About the team

The Partner Strategy & Growth team within Horizontal Business Applications (HBA) at AWS is focused on building and scaling strategic ISV partnerships that help enterprise customers accelerate their cloud journeys. We work closely with AWS sales, Marketplace, solutions architecture, and product teams to create joint value for partners and customers alike. The team is investing in international growth, AI-powered joint solutions, and new Marketplace capabilities - making this an exciting time to join. We value curiosity, collaboration, and a willingness to operate across technical and commercial domains to deliver meaningful customer outcomes.

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.