[Remote] Principal Technical Business Development Manager, AWS Technology Partner Center of Excellence
Note: The job is a remote job and is open to candidates in USA. Amazon Web Services (AWS) is a leading cloud platform, and they are seeking a Principal Technical Business Development Manager to define and drive the next generation of commerce strategy for AWS Marketplace. This role involves identifying growth opportunities, building investment-grade business cases, and designing innovative commercial models, all aimed at evolving AWS Marketplace into an intelligent commerce platform.
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 Amazon's investment decision process
- Forge pan-Amazon partnerships. Operationalize partnerships across Amazon's 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
Skills
- 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
Benefits
- Sign-on payments
- Restricted stock units (RSUs)
- 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
- Parental leave
- Mentorship & Career Growth
- Flexibility as part of our working culture
Company Overview
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