Principal Technical Business Development Manager, AWS Technology Partner Center of Excellence

Overview

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.

We are seeking a Principal Technical Business Development Manager within the AWS Marketplace Center of Excellence to define and drive the next generation of commerce strategy for AWS Marketplace. This high-impact individual contributor role sits at the intersection of product strategy, partner ecosystem development, and emerging AI-driven buyer experiences — owning the business initiatives that evolve AWS Marketplace from a transactional procurement channel into an intelligent commerce platform.

The successful candidate will own the strategy for how AWS Marketplace adapts as purchasing behavior shifts toward automated, AI-mediated, and outcome-oriented models. You will identify net-new growth opportunities through market analysis, customer discovery, and competitive intelligence — building conviction on where AWS Marketplace can create value it does not capture today. You will develop investment-grade business cases, forge pan-Amazon partnerships that open new demand channels, and design innovative commercial models — agentic procurement APIs, outcome-based pricing, embedded commerce — that expand the addressable market beyond traditional ISV software buyers.

You will define and track success metrics across each initiative, presenting progress in business review cadences with full root-cause analysis on misses.

This is not a traditional sales or business development role. You will operate with the strategic rigor of a principal-level program owner, combining deep marketplace domain expertise with a forward-looking view of how AI and automation are reshaping enterprise software commerce. You will drive senior leader alignment across engineering, product, field sales, and geo business development teams.

• 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 W /M  cadence with full root-cause analysis on misses.

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. The team is focused on making sure that what AWS Marketplace builds actually works for the people who use it and helps them scale their business on AWS Marketplace.

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