Senior Business Development Manager

Sr. WW Partner Business Development ManagerAmazon Web Services (AWS) partners sit at the center of one of the biggest opportunities in enterprise technology: turning AI investment into real business outcomes. The AWS Partner Organization is looking for a Sr. WW Partner Business Development Manager to join the Partner Acceleration Initiatives (PAI) team. This role owns the strategy, design, and execution of seller incentive programs (SPIFs) and experiments & pilots that test new mechanisms for driving specific go-to-market outcomes.Position Overview: You will own a portfolio of high-impact incentive mechanisms — from SPIF proposals that incentivize co-sell between AWS sellers and partners, to targeted experiments that test novel compensation approaches for emerging AI workloads. You are responsible for end-to-end program lifecycle: identifying the business need, designing the incentive construct, defining earning logic and funding models, navigating approvals across finance, legal, and sales compensation, executing globally through claims validation and payout, and measuring impact. You will implement dashboards and governance models that ensure transparency and informed decision-making across global and regional stakeholders.This role sits at the intersection of sales strategy and partner development. As AI reshapes how partners build and sell on AWS, you will define how compensation and incentive mechanisms evolve to drive the right seller behaviors and partner outcomes. You will work directly with Global Sales Compensation (GSC), finance, legal, field sales leadership, and partner management to bring new incentive constructs to market.The ideal candidate moves comfortably between long-term strategy and short-term execution, bringing both business depth and technical credibility. You understand how to assess market opportunity to develop compelling arguments and high-level ROI that earn stakeholder buy-in. You have a high bias for action, use data to make decisions, and can articulate the value of your programs to both technical and non-technical executive audiences. You thrive in ambiguity and operate in a fast-paced environment where the mechanisms you build directly impact revenue.Key job responsibilities:Define, build, and deploy the co-sell incentive strategy — owning SPIFs and Experiments & Pilots end-to-end, from business case through design, execution, measurement, and iterationPartner with field sales leadership and partner management to understand business problems, then design and operate incentive programs that drive co-sell behaviors at scaleDrive approvals and program execution through Global Sales Compensation, finance, and legal — navigating cross-functional processes to bring new incentive constructs to marketContinuously refine incentive structures based on data insights, partner feedback, and market signals — champion innovation and drive programs forward with a high bias for actionAbout the team: The Partner Acceleration Initiatives (PAI) organization is responsible for designing and operating the mechanisms and programs that drive co-sell, revenue acceleration and differentiation initiatives between Amazon Web Services (AWS) and our partners.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: AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.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.