Fed ISV Partner Account Manager, FedTech

Role Overview

Amazon Web Services (AWS) is seeking a results-driven Partner Account Manager to own and grow a portfolio of Federal Technology Independent Software Vendors (ISVs) within our Worldwide Public Sector (WWPS) organization. In this role, you will serve as the primary business owner for a strategic book of ISV partners building mission‑critical solutions for U.S. Federal customers — spanning Civilian, Defense and National Security verticals.

• Own a portfolio of Federal Technology ISV partners as customers — drive direct AWS revenue growth
• Develop and execute strategic account plans for key partners focused on growing their AWS cloud footprint, modernizing platform architectures, and accelerating new product development on AWS
• Build and maintain an accurate pipeline and forecast of sell‑to opportunities aligned with each partner's infrastructure roadmap, product releases, and Federal contract vehicles
• Drive joint GTM motions — identify, develop, and close co‑sell opportunities across Federal end‑customers by articulating the differentiated value of each partner's solutions running on AWS
• Collaborate with AWS field sellers, Partner Solutions Architects, and Service Teams to remove adoption blockers, guide technical direction, and ensure partners are enabled to build, certify, and scale on AWS
• Navigate Federal compliance and certification requirements (FedRAMP, IL2–IL6, StateRAMP, CMMC) to help partners achieve authorization milestones that unlock new Federal revenue
• Deliver quarterly business reviews to senior leadership outlining portfolio health, revenue trajectory, consumption trends, pipeline coverage, and strategic investment recommendations
• Accelerate customer adoption, partner satisfaction, and measurable outcomes across both the sell‑to and GTM motions
• Serve as the voice of the partner internally — advocate for partner across AWS product, programs, and go‑to‑market teams

This position requires that the candidate selected be a US Citizen.

Your morning might start with a partner executive check‑in reviewing their AWS migration timeline and upcoming FedRAMP authorization milestone. Mid‑morning, you join an internal pipeline review with your Fed Tech leadership team, walking through top opportunities across your portfolio and coordinating resources. After lunch, you hop on a co‑sell call with an AWS Federal field seller and your partner's sales team to strategize on a Fed Civ agency deal.

In the afternoon, you work cross‑functionally with a Partner Solutions Architect to unblock a technical requirement for a partner's new AI/ML workload. You close the day by updating your account plans in Salesforce and preparing a Q  deck for an upcoming executive engagement. No two days are the same — you balance strategic planning with tactical execution across a dynamic portfolio.

• 5+ years of technology sales, or 3+ years of technology sales experience
• Experience with startups or large enterprise customers
• Bachelor's degree, or 3+ years of professional experience
• 3+ years of experience working with or selling to US public sector customers (Federal, State & Local, or Education)
• Demonstrated track record of meeting or exceeding revenue targets in a quota‑carrying role

• Experience managing a portfolio of ISV or technology partner accounts
• Knowledge of Federal procurement vehicles, compliance frameworks, and authorization processes (FedRAMP, IL2–IL6, CMMC)
• Experience driving Marketplace listings, private offers, and channel‑transacted revenue
• Track record of building and executing joint go‑to‑market strategies with ISV partners in a Federal or public sector context
• Experience working in a matrixed organization with multiple internal stakeholders (field sales, solutions architects, business development, programs)
• Strong executive communication skills with experience delivering QBRs and managing C‑level relationships

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