Partner Development Manager, US Federal and Defense, Worldwide Public Sector Partners

This position is part of the AWS Worldwide Public Sector (WWPS) Partner Organization. Our team works at the intersection of cloud technology and the public sector missionpartnering with National Systems Integrators (NSIs) to deliver innovative solutions for government education nonprofit and defense customers. We drive adoption of AWS services by enabling our partners to build differentiated capabilities that accelerate their customers missions.

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to drive the growth of US Federal Government defense technology and Defense Industrial Base (DIB) industry solutions across our Worldwide Public Sector National Systems Integrator (NSI) partner this role you will work with a broad portfolio of NSI partners to accelerate cloud adoption among federal and defense customersspanning the Department of Defense (DoD) Intelligence Community (IC) federal civilian agencies defense primes defense technology companies and DIB organizationsby growing adoption of partner industry solutions on AWS. You will help partners develop market and sell differentiated offerings that deliver new mission outcomes for customers covering both net-new industry solution implementations as well as migration and modernization of existing workloads into AWS.

You will be a trusted advisor to partners at all levelsfrom solution development teams building federal and defense industry offerings to executive leadership evaluating market strategy and investment priorities. You will help partners identify market opportunities shape solution offerings build go-to-market plans and drive customer adoption. The ideal candidate combines a strong background in partner development with deep knowledge of the US federal government defense and DIB landscape and has a demonstrated track record of helping partners develop and market solution offerings that drive measurable business outcomes. AI/ML capabilities are an important component of modern defense and federal solutions and you will promote their adoption as part of broader industry solution strategies.

Key job responsibilities
Drive pipeline and revenue through partner-led federal and defense solution implementations with WWPS customers by working across a broad portfolio of NSI partnersmanaging regular business reviews opportunity development and pipeline activities with NSI partners measured against annual revenue targets.

Build joint go-to-market motions with NSI partners to bring federal government defense and DIB industry solutions to market creating new demand and accelerating customer adoption of AWS through partner offerings.

Promote AI/ML capabilities as part of partner federal and defense solutions helping partners embed AWS AI/ML services into their industry offerings to enhance mission readiness logistics optimization predictive maintenance intelligence analysis (ISR) and operational decision-making for federal and defense customers.

Develop business cases and financial models that quantify the value of partner federal and defense solutions for end customers enabling partners to articulate ROI and accelerate customer decision-making.

Engage multi-level stakeholders across partner and customer organizationsfrom solution development teams and delivery leads to C-suite executives and business leadershiparticulating solution capabilities market opportunity and business impact of federal and defense industry solutions.

- 6 years of Go-To-Market Business Development Sales or Consulting experience
- 2 years of working with Data & AI related technologies including but not limited to AI/ML (Artificial Intelligence/Machine Learning) GenAI (Generative AI) Analytics Database and/or Storage experience
- 3 years of developing negotiating and executing business agreements experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience explaining complex technical concepts to various business and technical audiences
- Bachelors degree
- Experience building and analyzing cost/benefit scenarios and business cases and communicating results throughout the organization
- Familiarity with AI-driven development lifecycle methodologies and agentic AI frameworks

- 2 years of software development experience
- Experience selling to or working with public sector organizations (federal defense state/local education nonprofit healthcare)
- 2 years of technology consulting experience (delivery solution architecture or advisory)
- Experience working with National Systems Integrators or large consulting partners
- Experience defining and launching new partner solutions offerings or go-to-market programs
- Experience with AWS AI/ML services (Amazon Bedrock Amazon Kiro Amazon SageMaker) or equivalent cloud AI 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.

Pursuant to the San Francisco 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 San Francisco - 162700.00 - 220200.00 USD annually
USA NY New York - 162700.00 - 220200.00 USD annually
USA TX AUSTIN - 147900.00 - 200100.00 USD annually
USA VA Arlington - 147900.00 - 200100.00 USD annually
USA WA Seattle - 147900.00 - 200100.00 USD annually