About this role
Amazon Web Services (AWS) is looking for an experienced Partner Development Manager (PDM) to own and grow strategic relationships with Independent Software Vendors (ISVs) who create leading Industry specific applications in the Americas. This role sits at the intersection of business development, partner strategy, and customer outcomes. As the primary relationship owner for your assigned ISV partners, you will develop and execute joint go to market strategies that accelerate customer cloud adoption and expand AWS revenue through partner led motions. You will build executive relationships and orchestrate co-sell across AWS field teams and partners. This is not a passive relationship management role. You will own pipeline targets, design joint GTM plays, and actively drive customer outcomes through partners across migration, modernization, data, AI/ML, and industry specific workloads. You will also own capability uplift of your partners driving 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 strategic thinking with commercial execution. You understand how ISV business models work, can navigate complex multi stakeholder deals, and know how to build a repeatable partner led revenue engine in a high growth market. Key job responsibilities Own and drive pipeline create and launch targets across your ISV portfolio, conducting regular pipeline reviews and providing data driven recommendations to accelerate deal progression. Develop and execute comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities, quantifying goals for revenue, pipeline, certifications, and customer outcomes. Design and deliver Joint Go To Market strategies with partners, including co-sell motions, demand generation campaigns, vertical plays, and account based engagement with AWS field teams. Build and maintain relationships with partner organizations, orchestrating executive connection, strategic business reviews, and funding and investment decisions. Drive 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 IP across priority workloads (migration, modernization, GenAI, data & analytics, security) that address Americas customer needs. Collaborate across AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes. Manage partner funding requests and investments, ensuring ROI alignment with business objectives; contribute insights and best practices to the broader AMER PDM community. Champion and drive Co-Sell motions with ISV partners, ensuring joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations. A day in the life Align with AWS field sellers on top partner attached opportunities, matching the right ISV capability to customer needs and removing deal blockers. Review partner pipeline health dashboards and provide actionable recommendations to partner delivery and sales leaders. Enable cross functional teams on partner strategy, funding mechanisms, and joint selling motions. Engage ISV partners on business planning, capability development, and GTM execution. Prepare data driven business reviews for internal leadership and external partner executives. About the team About AWS Diverse Experiences AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying. Why AWS? Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses. Inclusive Team Culture Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness. Mentorship & Career Growth We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional. Work/Life Balance We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.