Senior Technical Business Development Manager, Marketplace Technology Partners COE

Description

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.

• Own and scale high‑touch advisory engagement programs end‑to‑end: define partner selection criteria, manage engagement pipelines, track TCV impact, and evolve the model from resource‑led sprints toward repeatable, self‑service mechanisms that drive $1.5B+ TCV through seller onboarding, international expansion, and feature adoption.
• Lead AI‑powered enablement experiences that translate 200+ Marketplace capabilities into persona‑specific business value for Finance, Tax, Legal, and Operations stakeholders. Own the product vision, content strategy, and adoption metrics.
• 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/customer feedback to the right product and engineering teams, closing the loop with structured post‑launch adoption data.
• Represent AWS Marketplace at partner conferences, industry events (re:Invent, Seller Conference, 3PI 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, validate new features, and provide ongoing product feedback.

No two days look the same. You might start your morning reviewing engagement health across 15+ active partner advisory sprints, then join a product review where you present beta feedback from ISVs and recommend 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 — while simultaneously coordinating with the EMEA BD team on an international expansion blocker.

In the afternoon, you are on stage at a partner conference representing Marketplace to hundreds of vendors and service providers, or you are reviewing AI‑powered enablement analytics to identify content gaps and feature discovery patterns. You close the day connecting renewal automation insights to a regional waterfall review and routing friction patterns back to the engineering team. This role rewards curiosity, comfort with ambiguity, and the ability to operate at both 30,000 feet and ground level in equal measure.

The AWS Marketplace Center of Excellence (MPCOE) is the business development engine that connects AWS Marketplace Engineering with the global partner and field ecosystem. We provide early‑stage business input to PRFAQs, own launch and go‑to‑market execution for Tier 1/2+ features, and run the strategic growth programs that drive MP adoption at scale — including partner advisory engagements, renewals, PLG, 3PI strategy, VIP, multi‑product solutions, and AI‑powered enablement.

The team operates across five primary organizations: AMPS Engineering, Tech Partner COE (TPCOE), Consulting Partner COE (CCOE), Geo Partner Management, and WWSO.

We are shifting from resource‑led adoption to adoption at scale, leveraging programs, mechanisms, activation channels, and AI‑powered tooling as growth drivers. The MPCOE has built 17 AI‑powered tools and deployed 15 domain‑specific chat agents that collectively scale MP knowledge in the absence of dedicated MP resources outside the COE. You will work alongside product managers, engineers, field sellers, and a broad partner ecosystem — acting as the…