Sr Partner Development Mgr, Global ISV Partners

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to own and grow our strategic relationships with global ISVs, driving transformative scale across our Worldwide Public Sector (WWPS) customer base. In this role, you will be the public sector relationship owner between AWS and the partner, responsible for accelerating joint go‑to‑market motions, driving adoption of AWS services, expanding market penetration, and delivering differentiated customer outcomes across US Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals.

This position requires that the candidate selected be a US Citizen and obtain and maintain an active TS/SCI security clearance.

• Own the strategic public sector partner relationship, serve as the primary public sector point of contact, driving joint business planning, executive alignment, and mutual investment across the Worldwide Public Sector segment;
• Define and execute a joint go‑to‑market strategy focused on accelerating adoption of AWS across public sector customers, with emphasis on mission‑critical use cases in Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals;
• Drive co‑sell pipeline development and revenue growth—identify, qualify, and advance joint opportunities with public sector end‑customers, articulating the differentiated value of AWS infrastructure (including Gov Cloud and classified environments);
• Collaborate with AWS field teams, commercial teams, solution architects, and service teams to ensure the partner's models are optimally integrated with AWS services (e.g., Amazon Bedrock, Sage Maker, EC2 accelerated compute) and aligned to public sector customer requirements;
• Navigate public sector compliance and security requirements (FedRAMP, IL4/5/6, StateRAMP, ITAR) as they pertain to the partner's model deployment, data residency, and end‑customer procurement pathways;
• Maintain an accurate pipeline and forecast of joint GTM opportunities tied to the partner's model release cadence, capability roadmap, and AWS infrastructure dependencies;
• Build and manage executive‑level relationships with the partner's public sector, product, and engineering leadership—deliver quarterly business reviews outlining pipeline health, win/loss analysis, adoption metrics, and strategic investment recommendations;
• Serve as the internal voice of the partnership across AWS WWPS leadership, ensuring alignment on prioritization, resource allocation, and escalation paths.

• 5+ years of developing, negotiating and executing business agreements experience;
• 5+ years of professional or military experience;
• 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience;
• 5+ years of Go‑To‑Market, Business Development, Sales, or Consulting experience;
• 5+ years of working with Enterprise Application Modernization and Migration technologies, including, but not limited to Mainframe, Serverless, Containers, or Cloud Operations experience;
• 5+ years of working with Data & AI related technologies, including, but not limited to AI/ML, GenAI, Analytics, Database, and/or Storage experience;
• Bachelor's degree;
• Experience selling enterprise software or cloud‑based applications;
• Experience explaining complex technical concepts to various business and technical audiences;
• Experience presenting to both technical and non‑technical executive audiences.

• Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate;
• Experience interpreting data and making business recommendations;
• Experience identifying, negotiating, and executing complex legal agreements;
• Experience interpreting data and making business recommendations across leadership and cross‑functional teams.

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