PDM, AMER Industry Tech Partners

Description

The AMER Industry Technology Partners (ITP), part of the AMER Tech Partners (ATP) Team, under the AWS Specialist and Partner Organization (ASP), is seeking a Partner Development Manager (PDM) to manage and grow relationships across Independent Software Vendors (ISVs) who build leading industry specific application solutions in the Americas. Within ASP, Specialists own the end to end go to market strategy for their technology domains, while Partner teams own the strategy, recruiting, development, and growth of our key technology partners.

Together we provide our customers the expertise and scale to build innovative solutions for their most complex challenges. Every meaningful conversation we lead now centers on AI. You will work across your ISVs to support the re architecture of their software strategies for an AI native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms.

This is not incremental change, it is a fundamental replatforming of how software creates value. This role sits at the intersection of business development, partner strategy, and customer outcomes, and you will manage a defined portfolio of ISV partners as their day to day AWS relationship owner.

As the day to day relationship owner for your assigned industry ISV partners, you will execute joint go to market strategies using established playbooks and frameworks that accelerate customer AI and cloud adoption and expand AWS revenue through partner led motions. You will build working relationships across partner organizations and support cosell execution across AWS field teams and partners.

This is not a passive relationship management role. You will own pipeline targets, execute joint go to market plays within a defined strategic framework, and actively drive customer outcomes through partners across migration, modernization, data, AI and machine learning, generative and agentic AI, and industry specific workloads.

You will also drive capability uplift of your partners, supporting certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements. You will hold mutual accountability for both commercial results and partner program health.

The ideal candidate combines structured execution with developing strategic skills. You understand how ISV business models work, you can navigate deals with multiple stakeholders with guidance from leadership on non standard terms, and you know how to execute a repeatable partner led revenue engine in a high growth market.

• Build and maintain working relationships across partner organizations, executing strategic business reviews, contributing to executive briefing sessions, and supporting funding and investment decisions.
• Execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities, tracking goals for revenue, pipeline, certifications, and customer outcomes against defined targets.
• Implement joint go to market strategies with partners, including demand generation campaigns, vertical plays, and account based engagement with AWS field teams, following established playbooks and improving them where opportunities arise.
• Own and drive pipeline create and launch targets across your ISV portfolio, executing cosell motions that ensure joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations, and providing data driven reporting to accelerate deal progression.
• Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals transact on Marketplace.
• Support partner capability uplift, including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements.
• Enable partners to build repeatable solutions and intellectual property across priority workloads such as migration, modernization, generative and agentic AI, data and analytics, and security, that address Americas customer needs.
• Manage Partner Revenue Model (PRM) compliance, Strategic Collaboration Agreement (SCA) execution, and Private Pricing Agreement (PPA) governance for assigned partners, ensuring contractual commitments translate to operational outcomes with guidance from leadership on non standard situations.
• Manage partner funding requests and investments within established guidelines, ensuring return on investment aligns with business objectives, and contribute insights and best practices to the broader AMER PDM community.
• Collaborate across AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes.

• Engage your ISV partners on business planning execution, capability development, and go to market activities within established cadences…