Principal Tech Business Development Manager, AWS Marketplace Storefront

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.

Amazon Web Services (AWS) is seeking a Principal Tech Business Development Manager to lead the Go-to-Market (GTM) strategy for storefront capability within AWS Marketplace. This role will be instrumental in transforming how enterprises procure software by creating seamless experiences for buyers sellers and resellers through innovative storefront solutions.

As a Principal Tech BDM you will define and execute the GTM strategy to accelerate adoption of storefront capabilities that simplify procurement workflows enhance buyer experiences and enable sellers and channel partners to scale their business through AWS Marketplace. You will develop global enablement programs and incentive structures to drive field adoption while working closely with the AWS Marketplace product management team to shape requirements and influence the product roadmap based on market feedback.

The ideal candidate will possess deep expertise in procurement technology marketplace dynamics and enterprise software sales. You will have both a business background that enables you to engage at the CXO level as well as a technical foundation that allows you to articulate the value proposition of storefront solutions to IT leaders procurement officers and channel partners. You should have a demonstrated ability to think strategically about complex multi-sided marketplace challenges and build compelling value propositions for diverse stakeholder groups.


Key job responsibilities
GTM Strategy & Execution
- Define and deploy the worldwide GTM strategy for storefront capabilities within AWS Marketplace
- Develop targeted programs scalable sales plays and incentive structures to accelerate adoption across buyers sellers and reseller ecosystems
- Identify target customer segments industry verticals and partner profiles for prioritized outreach
Global Enablement Programs
- Develop and deploy comprehensive global enablement programs for AWS sales teams solution architects and channel partners
- Create training curricula playbooks battle cards and certification paths to build storefront expertise organization-wide
- Establish train-the-trainer models to scale enablement globally and measure effectiveness through adoption metrics
Product Management Partnership
- Serve as the primary GTM liaison to AWS Marketplace product management providing continuous market feedback and customer requirements
- Synthesize field insights and competitive intelligence into actionable product requirements and roadmap priorities
- Collaborate on go-to-market timing messaging and launch strategies for new storefront features
Stakeholder Engagement & Partner Development
- Orchestrate cohesive sales motions across AWS Marketplace product sales marketing and partner teams
- Engage directly with enterprise customers at the CxO level to understand procurement challenges and position storefront solutions
- Drive GTM alignment with ISVs resellers and channel partners through joint value propositions and co-selling motions
Business Operations & Thought Leadership
- Establish metrics and KPIs to measure storefront adoption revenue impact and program ROI
- Prepare and deliver business reviews to senior leadership on GTM execution and strategic recommendations
- Serve as an evangelist for AWS Marketplace storefront capabilities at industry events and customer briefings


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 hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

Why AWS

Amazon Web Services (AWS) is the worlds most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating thats 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

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Work/Life Balance

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- 7 years of developing negotiating and executing business agreements experience
- Bachelors 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

- Experience selling to Fortune 1000 or Global 2000 organizations
- Experience interpreting data and making business recommendations
- Experience as a founder or executive focused on related segments or as a practice leader or business unit owner
- Experience identifying negotiating and executing complex legal agreements

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status disability or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158400/year in our lowest geographic market up to $262000/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 This position will remain posted until filled. Applicants should apply via our internal or external career site.