Principal Technical Business Development Manager, AWS Technology Partner Center of Excellence

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.

We are seeking a Principal Technical Business Development Manager within the AWS Marketplace Center of Excellence to define and drive the next generation of commerce strategy for AWS Marketplace. This high-impact individual contributor role sits at the intersection of product strategy partner ecosystem development and emerging AI-driven buyer experiences owning the business initiatives that evolve AWS Marketplace from a transactional procurement channel into an intelligent commerce platform.

The successful candidate will own the strategy for how AWS Marketplace adapts as purchasing behavior shifts toward automated AI-mediated and outcome-oriented models. You will identify net-new growth opportunities through market analysis customer discovery and competitive intelligence building conviction on where AWS Marketplace can create value it does not capture today. You will develop investment-grade business cases forge pan-Amazon partnerships that open new demand channels and design innovative commercial models agentic procurement APIs outcome-based pricing embedded commerce that expand the addressable market beyond traditional ISV software buyers. You will define and track success metrics across each initiative presenting progress in business review cadences with full root-cause analysis on misses.

This is not a traditional sales or business development role. You will operate with the strategic rigor of a principal-level program owner combining deep marketplace domain expertise with a forward-looking view of how AI and automation are reshaping enterprise software commerce. You will drive senior leader alignment across engineering product field sales and geo business development teams.


Key job responsibilities
Identify net-new growth opportunities. Prioritize new revenue opportunities through market analysis customer discovery and competitive intelligence. Build conviction on where AWS Marketplace can create value it does not capture today.
Build investment-grade business cases. Develop Working Backwards narratives PR/FAQs and financial models for new market entries customer segments or partnership constructs and shepherd them through Amazons investment decision process.
Forge pan-Amazon partnerships. Operationalize partnerships across Amazons business units that open new demand channels for AWS Marketplace.
Design new commercial models. Create innovative constructs agentic procurement APIs outcome-based pricing embedded commerce white-label storefronts that expand the addressable market beyond traditional ISV software buyers.
Define and track success metrics. Establish leading and lagging indicators for each growth initiative; present progress in WBR/MBR cadence with full root-cause analysis on misses.


A day in the life
No two days look the same. You might spend your morning in a deep dive with the Amazon Business team mapping how their procurement workflows could integrate with AWS Marketplace to unlock an entirely new buyer segment. By midday youre pressure-testing a financial model for an outcome-based pricing construct with finance and legal building the investment case youll present to leadership later this the afternoon youre running a Working Backwards review for an agentic commerce API that would let customers purchasing agents transact programmatically on AWS Marketplace. You close the day reviewing leading indicators across your portfolio of growth bets diagnosing why one initiative is outperforming plan while another needs a course correction before the next WBR. This role rewards entrepreneurial conviction analytical rigor and the ability to navigate ambiguity while holding yourself accountable to measurable outcomes.

About the team
AWS Marketplace is a curated digital catalog where companies find buy deploy and manage third-party software services data and AI agent solutions to run their businesses serving everyone from fast-growing startups to the worlds largest enterprises. The team you will join is focused on making sure that what AWS Marketplace builds actually works for the people who use it and helps them scale their business on AWS Marketplace. You will work alongside partner managers product managers engineers field sellers and a broad partner base acting as the voice of the market internally and the voice of AWS Marketplace externally. Our mission is to make AWS Marketplace the preferred destination for discovering and deploying solutions at scale and the preferred channel for software vendors service providers and data sellers to reach AWS customers.

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

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 theres nothing we cant achieve.


- 10 years of Go-To-Market Business Development Sales or Consulting experience
- Experience developing strategies that influence leadership decisions at the organizational level
- 4 years of working with ISVs and Channel Partners on AWS Marketplace with deep knowledge of how sellers and buyers operate on AWS Marketplace
- 6 years in a technical business development role with working knowledge of AWS services; AWS certifications preferred

- Experience working cross-team and synthesize feedback and input from product management engineering testing and marketing
- Fluency with AI productivity and engagement tools with a demonstrated ability to use them to scale partner outreach synthesize feedback and accelerate content development
- Experience in a heavily matrixed environment including developing and executing go-to-market growth initiatives and sales motions
- Experience collaborating with product managers developers and other stakeholders
- Exceptional interpersonal and communication skills both written and verbal for technical and non-technical audiences
- Deep familiarity with how ISVs channel partners and consulting partners sell and transact on AWS Marketplace including private offer structures channel programs and seller operational requirements
- Broad AWS Marketplace fluency across the seller and buyer experience from listing and procurement to billing and channel program features spanning software services data and AI agent solutions
- Experience developing and delivering external presentations product demos or thought leadership content at industry events or partner conferences

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.

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 San Francisco - 193700.00 - 262000.00 USD annually
USA GA Atlanta - 176100.00 - 238200.00 USD annually
USA IL Chicago - 176100.00 - 238200.00 USD annually
USA MA Boston - 176100.00 - 238200.00 USD annually
USA NY New York - 193700.00 - 262000.00 USD annually
USA TX Dallas - 176100.00 - 238200.00 USD annually
USA WA Seattle - 176100.00 - 238200.00 USD annually