Principal WW Business Development Manager, Funding Programs, Partner Migration Programs

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.

AWS Sales Marketing and Global Services (SMGS) is responsible for driving revenue adoption and growth from the largest and fastest-growing small- and mid-market accounts to enterprise-level customers including public sector.

Amazon Web Services (AWS) is seeking an experienced Programs Strategy and Change Management Lead to own the vision design and worldwide execution of our flagship Sell Programs portfolio including MAP (Migration Acceleration Program) and POC (Proof of Concept). This is a high-visibility high-impact role within the AWS Specialist & Partner Organization.

You will own the strategy and operational excellence of the programs and underlying primitives standardized funding mechanisms with defined economics (rates caps payment triggers) that power customer transformations and partner engagements at scale.

If youre energized by taking complexity and turning it into elegant scalable mechanisms that work for customers partners and field teams alike this is your role.

Key job responsibilities
- Own the Sell Programs strategy: Define and evolve the worldwide portfolio of Sell Programs and their underlying primitives standardized funding mechanisms that apply uniformly across workload types. Determine how programs compose how tiered structures unlock funding levels and where to invest for growth.
- Drive program consolidation and simplification: Lead the strategic evolution from fragmented program-specific rules into a streamlined architecture. Build the business cases define transition roadmaps and manage the organizational change required to retire legacy constructs and land new ones.
- Design and launch new programs: Conceptualize validate and bring to market new programs and mechanisms from insight through pilot to worldwide scale. Determine when to build net-new vs. evolve existing programs across both customer and partner motions.
- Lead change management at scale: Architect and execute cross-organizational change management for program launches evolutions and retirements. Develop enablement frameworks communication strategies and adoption motions that land across field sales partners and internal stakeholders globally.
- Build operating models: Define the governance WBRs escalation paths and compliance frameworks that ensure programs operate with rigor post-launch. Establish success metrics and hold programs accountable to them.
- Influence across the organization: Align senior leadership across AWS Sales Partner Sales Business Development Partner Management and external SI/Consulting partners. Navigate ambiguity and competing priorities in a matrixed environment to drive decisions and commitment.
- Deliver through data: Build reporting frameworks that give leadership clear line-of-sight into program health funding utilization ROI and customer/partner impact. Use data to continuously refine strategy and investment allocation.

A day in the life



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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- Bachelors degree
- Experience implementing repeatable processes and driving automation or standardization
- 5 years of complex cross-functional change management experience
- Experience using financial models KPIs and data analysis to support business decisions or experience in building financial and operational reports/data sets that inform business decision-making
- Experience working with presenting to and influencing senior executives up to VP level
- Experience handling ambiguous or undefined challenges through strong problem solving abilities
- 8 years of experience in program strategy GTM operations management consulting or business development with at least 3 years leading cross-functional programs at a global scale.
- Experience working across customer-facing and partner-facing program models you understand how sell motions differ and where they converge.

- MBA
- Masters degree or above in engineering management or technology or Masters degree or above in business administration finance economics computer science data science engineering or other related field
- 3 years of IT and/or Management Consulting Services or 3 years of technology sales experience

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 TX Austin - 176100.00 - 238200.00 USD annually
USA WA Seattle - 176100.00 - 238200.00 USD annually