Senior Technical Business Development Manager, AWS Marketplace

About the position 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. At Amazon Web Services (AWS), we are hiring a Sr. Technical Business Development Manager to serve as the connective tissue between our seller and buyer ecosystem — including ISVs, channel partners, and consulting partners — and the AWS Marketplace product and engineering teams. You will own the full lifecycle of feature development and adoption, from early-stage validation through launch and beyond, and serve as an external ambassador for Marketplace at partner conferences, industry events, and community forums. This is not a traditional sales or business development role. You will operate with the rigor of a product manager and the external credibility of a seasoned partner advocate, driving alignment across engineering, product, field sales, legal, and tax teams to ensure that what we build resonates with the market and achieves measurable adoption.

Responsibilities

• Design and run structured feedback programs — including beta programs, pilot launches, and advisory councils — with ISVs, channel partners, consulting partners, and buyers to validate early-stage Marketplace feature concepts.
• Represent seller and buyer voice in product reviews and engineering discussions, synthesizing findings into clear recommendations for product and engineering leadership.
• Build scalable mechanisms to continuously collect and route partner and customer feedback to the right product and engineering teams.
• Own go-to-market strategy and execution for Marketplace feature launches, including enablement materials, partner communications, and field readiness programs across software, services, data, and AI agent solutions.
• Track post-launch adoption metrics and develop remediation plans where adoption falls short; close the loop with product and engineering teams with structured findings.
• Leverage AI productivity tools to scale partner outreach, synthesize feedback signals, and accelerate the development of launch content and enablement materials.
• Represent AWS Marketplace at partner conferences, industry events, and community forums as a credible advocate for Marketplace capabilities across the full range of software, data, services, and AI agent offerings.
• Develop and deliver presentations, demos, and thought leadership content for audiences ranging from technical practitioners to C-suite executives.
• Build a network of engaged advocates and early adopters who can support beta programs and provide ongoing product feedback.
• Build and manage senior-level relationships with ISVs, channel partners, consulting partners, and key buyers to drive feature adoption and surface new product opportunities.
• Collaborate with field sales, partner management, and alliance teams to co-develop go-to-market motions and accelerate Marketplace adoption within key accounts and segments.
• Identify and pursue business development opportunities that emerge from product launches, market trends, or gaps in the current Marketplace seller and buyer experience.

Requirements

• 5+ years of business development, partnership management, or sourcing new business experience
• Experience establishing credibility quickly with senior level executives across organizations
• A Bachelor's degree or 8+ years of equivalent work experience in a sales, business development, or product management environment
• 3+ years of working with ISVs and Channel Partners on AWS Marketplace, with broad knowledge of how sellers and buyers transact on the platform
• Demonstrated experience running structured partner or customer feedback programs, beta launches, or pilot programs in support of product development

Nice-to-haves

• 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
• 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 designing and scaling feedback mechanisms that route structured customer insights to engineering and product teams

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