Senior Technical Business Development Manager, AWS Marketplace

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.

Are you a customer-obsessed builder with a passion for shaping how software, data, and AI-powered solutions are discovered, purchased, and deployed at scale? Do you have the technical depth, AWS Marketplace fluency, and partner ecosystem experience to influence product direction and drive feature adoption across a global community of sellers and buyers? Join the AWS Marketplace Business Development team to help define and launch the next generation of Marketplace capabilities.

At Amazon Web Services (AWS), we are hiring a Sr. Technical Business Development Manager to serve as the connective tissue between our seller and buyer ecosystem — including ISVs, channel partners, and consulting partners — and the AWS Marketplace product and engineering teams. You will own the full lifecycle of feature development and adoption, from early-stage validation through launch and beyond, and serve as an external ambassador for Marketplace at partner conferences, industry events, and community forums.

This is not a traditional sales or business development role. You will operate with the rigor of a product manager and the external credibility of a seasoned partner advocate, driving alignment across engineering, product, field sales, legal, and tax teams to ensure that what we build resonates with the market and achieves measurable adoption.

Key job responsibilities

Feature Validation and Voice of the Customer

• Design and run structured feedback programs — including beta programs, pilot launches, and advisory councils — with ISVs, channel partners, consulting partners, and buyers to validate early-stage Marketplace feature concepts.

• 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 and customer feedback to the right product and engineering teams.

Go-to-Market Launch Ownership

• Own go-to-market strategy and execution for Marketplace feature launches, including enablement materials, partner communications, and field readiness programs across software, services, data, and AI agent solutions.

• Track post-launch adoption metrics and develop remediation plans where adoption falls short; close the loop with product and engineering teams with structured findings.

• Leverage AI productivity tools to scale partner outreach, synthesize feedback signals, and accelerate the development of launch content and enablement materials.

Marketplace Evangelism and Community Engagement

• Represent AWS Marketplace at partner conferences, industry 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 and provide ongoing product feedback.

Partner and Field Engagement

• Build and manage senior-level relationships with ISVs, channel partners, consulting partners, and key buyers to drive feature adoption and surface new product opportunities.

• Collaborate with field sales, partner management, and alliance teams to co-develop go-to-market motions and accelerate Marketplace adoption within key accounts and segments.

• Identify and pursue business development opportunities that emerge from product launches, market trends, or gaps in the current Marketplace seller and buyer experience.

A day in the life

No two days look the same. You might spend your morning in a product review, presenting beta feedback from software vendors and consulting partners and recommending 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. In the afternoon, you are on stage at a partner conference representing Marketplace to hundreds of vendors and service providers. You close the day tracking adoption signals and routing friction patterns back to the product team. This role rewards curiosity and comfort with ambiguity in equal measure.

About the team

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 — serving everyone from fast-growing startups to the world's largest enterprises. The team you will join is focused on making sure that what Marketplace builds actually works for the people who use it. You will work alongside product managers, engineers, field sellers, and a broad partner ecosystem — acting as the voice of the market internally and the voice of Marketplace externally. Our mission is to make AWS Marketplace the preferred destination for discovering and deploying solutions at scale, and the preferred channel for software vendors, service providers, and data sellers to reach AWS customers.

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.

Basic Qualifications

• 5+ years of business development, partnership management, or sourcing new business experience

• Experience establishing credibility quickly with senior level executives across organizations

• A Bachelor's degree or 8+ years of equivalent work experience in a sales, business development, or product management environment

• 3+ years of working with ISVs and Channel Partners on AWS Marketplace, with broad knowledge of how sellers and buyers transact on the platform

• Demonstrated experience running structured partner or customer feedback programs, beta launches, or pilot programs in support of product development

Preferred Qualifications

• Experience collaborating with product managers, developers, and other stakeholders

• Exceptional interpersonal and communication skills, both written and verbal, for technical and non-technical audiences

• Deep familiarity with how ISVs, channel partners, and consulting partners sell and transact on AWS Marketplace, including private offer structures, channel programs, and seller operational requirements

• Broad AWS Marketplace fluency across the seller and buyer experience, from listing and procurement to billing and channel program features, spanning software, services, data, and AI agent solutions

• Experience developing and delivering external presentations, product demos, or thought leadership content at industry events or partner conferences

• Fluency with AI productivity and engagement tools, with a demonstrated ability to use them to scale partner outreach, synthesize feedback, and accelerate content development

• Experience in a heavily matrixed environment, including developing and executing go-to-market growth initiatives and sales motions

• Experience designing and scaling feedback mechanisms that route structured customer insights to engineering and product teams

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at .

USA, CA, San Francisco - 162,700.00 - 220,200.00 USD annually

USA, MA, Boston - 147,900.00 - 200,100.00 USD annually

USA, NJ, Jersey City - 162,700.00 - 220,200.00 USD annually

USA, NY, New York - 162,700.00 - 220,200.00 USD annually

USA, TX, Austin - 147,900.00 - 200,100.00 USD annually

USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually

USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually