Senior Technical Business Development Manager, Marketplace Technology Partners COE

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.

We are seeking a seasoned Senior Technical Business Development Manager to lead strategic programs and enablement initiatives within the AWS Marketplace Center of Excellence (MPCOE). This high-impact individual contributor role owns and scales the mechanisms that drive AWS Marketplace feature adoption, partner activation, and revenue growth globally. You will serve as the connective tissue between our partner ecosystem — ISVs, channel partners, consulting partners, and third-party integrators — and the AWS Marketplace product and engineering teams, translating complex product capabilities into business value that accelerates go-to-market success.


Key job responsibilities
- 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.

A day in the life
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.

About the team
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 voice of the market internally and the voice of Marketplace externally.

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.
- 7+ years of developing, negotiating and executing business agreements experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience - Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner
- Experience selling to Fortune 1000 or Global 2000 organizations

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

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 https://amazon.jobs/content/en/how-we-hire/accommodations 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 https://amazon.jobs/en/benefits.

USA, NY, New York - 193,700.00 - 262,000.00 USD annually
USA, WA, Seattle - 176,100.00 - 238,200.00 USD annually