Senior Tech Business Development Manager – Customer Success, AWS Marketplace Storefront

Amazon Web Services (AWS) Marketplace is seeking a Tech Business Development Manager to drive customer success and adoption for AWS Marketplaces storefront capabilities. This role will be instrumental in helping ISV partners channel partners and enterprise buyers successfully implement and scale storefront solutions that transform how organizations procure software.

As a Tech BDM you will be the primary technical point of contact for storefront customers combining hands-on customer support technical onboarding and enablement to ensure customers achieve their desired outcomes. You will work directly with customers to configure storefronts troubleshoot issues optimize procurement workflows and maximize the value of AWS Marketplace. You will help customers understand how AWS Marketplace and storefronts integrate with their existing enterprise procurement systems such as Coupa SAP Ariba and ServiceNow to streamline purchasing and compliance processes. This role requires deep technical knowledge of AWS services AWS Marketplace operations (listings offers procurement) and hands-on experience with the AWS console and Linux environments.

The ideal candidate is customer-obsessed with strong technical aptitude and a passion for solving complex problems. You will have the ability to build trusted relationships with customers translate technical concepts into business value and serve as the voice of the customer internally. You should be comfortable working hands-on in the AWS console troubleshooting technical issues and guiding customers through onboarding and adoption journeys. Experience with enterprise procurement systems and workflows is highly valued. You will possess high ownership attention to detail and a drive to continuously improve the customer experience.


Key job responsibilities
Customer Onboarding & Enablement:
- Lead end-to-end technical onboarding for storefront customers (ISV partners channel partners enterprise buyers) including storefront configuration AWS Marketplace listings offer creation and procurement workflow setup
- Help customers integrate AWS Marketplace and storefronts with enterprise procurement systems (e.g. Coupa SAP Ariba ServiceNow) to streamline purchasing workflows
- Conduct technical workshops and deliver product training on AWS Marketplace operations private offers and channel partner workflows
- Develop and maintain onboarding runbooks enablement content documentation and self-service resources

Customer Support & Technical Troubleshooting:
- Serve as the primary technical point of contact for storefront customer inquiries and escalations
- Troubleshoot complex technical issues across AWS services AWS Marketplace operations storefront configurations and procurement integrations using AWS console
- Deliver superior customer support exceeding SLA expectations and driving key support metrics

Customer Success & Adoption:
- Build trusted relationships with customers to understand their business goals procurement challenges and drive storefront adoption
- Conduct regular business reviews and health checks to ensure customers achieve desired outcomes
- Track and report on customer adoption metrics proactively identify risks and develop mitigation plans

Cross-Functional Collaboration & Operations:
- Collaborate with Product Engineering and Business Development teams; synthesize customer feedback into actionable product requirements
- Coordinate with engineering teams to prioritize bug fixes and enhancements that impact customer experience
- Build scalable processes playbooks and best practices for customer onboarding support and procurement integrations
- Establish metrics and KPIs to measure customer success adoption and satisfaction


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.

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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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- Experience building and managing a healthy sales pipeline focused on driving revenue adoption and market penetration
- 5 years of experience in technical account management customer success or customer-facing technical roles
- 3 years of hands-on experience with AWS services and the AWS console
- Strong technical aptitude with ability to understand complex distributed systems and integrations
- Experience working with enterprise software e-commerce platforms or marketplace systems

- Experience in written and verbal communication with the ability to present complex technical information in a clear and concise manner to executives and non-technical leaders
- Advanced degree or MBA
- Familiarity with enterprise procurement systems (e.g. Coupa SAP Ariba ServiceNow) and procurement workflows
- Experience with API integrations webhooks and technical troubleshooting
- Familiarity with AWS Marketplace private offers channel partner programs or enterprise procurement workflows
- Experience supporting ISV partners or channel partner ecosystems
- Experience with data analysis tools and customer success platforms

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

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees supervisors and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees supervisors and staff to ensure exceptional customer service; and follow all federal state and local laws and Company policies. Criminal history may have a direct adverse and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above as well as the abilities to adhere to company policies exercise sound judgment effectively manage stress and work safely and respectfully with others exhibit trustworthiness and professionalism and safeguard business operations and the Companys reputation. Pursuant to the Los Angeles County Fair Chance Ordinance we will consider for employment qualified applicants with arrest and conviction records.

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.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience qualifications and location. Amazon also offers comprehensive benefits including health insurance (medical dental vision prescription Basic Life & AD&D insurance and option for Supplemental life plans EAP Mental Health Support Medical Advice Line Flexible Spending Accounts Adoption and Surrogacy Reimbursement coverage) 401(k) matching paid time off and parental leave. Learn more about our benefits at CA Santa Clara - 162700.00 - 220200.00 USD annually