Senior Technical Business Development Manager, AWS Marketplace

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.

• 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.

No two days look the same. You might spend your morning in a product review, presenting beta feedback from software vendors and consulting partners and recommending roadmap adjustments. By midday, you are briefing a partner executive on a feature launching next quarter — a new transaction model, an AI agent listing capability, or a channel program update. In the afternoon, you are on stage at a partner conference representing Marketplace to hundreds of vendors and service providers.

You close the day tracking adoption signals and routing friction patterns back to the product team. This role rewards curiosity and comfort with ambiguity in equal measure.

AWS Marketplace is a curated digital catalog where companies find, buy, deploy, and manage third‑party software, services, data, and AI agent solutions to run their businesses — serving everyone from fast‑growing startups to the world’s largest enterprises. The team you will join is focused on making sure that what Marketplace builds actually works for the people who use it. You will work alongside product managers, engineers, field sellers, and a broad partner ecosystem — acting as the voice of the market internally and the voice of Marketplace externally.

Our mission is to make AWS Marketplace the preferred destination for discovering and deploying solutions at scale, and the preferred channel for software vendors, service providers, and data sellers to reach AWS customers.

AWS values diverse experiences. Even if you do not meet all of the preferred…