ISV Partner GTM Manager, ISV Workload Migration Program

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.

Would you like to be part of a team that is redefining the IT industry? Amazon Web Services (AWS) is leading the next paradigm shift in computing and is looking for a world class candidate for an exciting new role at AWS as an ISV (Independent Software Vendor) Migration Business Development Manager. This role will support the overall success for a portfolio of APN (AWS Partner Network) software companies who are migrating their customers to AWS. You will drive joint GTM (Go-To-Market) success for this portfolio of strategic ISV partners. As the ISV Migration GTM Manager, you will hold a holistic view of the business generated by your partners and will work across both our Strategic Technology Partner teams and the AWS field Commercial sales team to enhance and grow partner-related revenue for ISV specific application workload migrations.

You will become a trusted point of contact for a portfolio of ISVs. You will develop deep understanding for their business issues and concerns and helping these partners build a successful and sustainable business delivering end customer solutions that incorporate the AWS cloud platform and services.

You will create a superior end customer experience that results in business growth to both ISVs and AWS by being partner-centric in all activities, serving as a leader and advocate for their customers within AWS, and accurately representing AWS within the partner's organization. This role is unique from other roles in AWS in its overall focus on establishing and maintaining repeatable migration programs with a set of technology partners, and helping ensure that joint business growth metrics are achieved.



Key job responsibilities
- Work closely with technology partners to get buy-in, create strategy, and lead execution to drive on-premises software migrations to AWS.
- Orchestrate different resources within the AWS organization to support ISV partner GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success with their specific software workloads.
- Maintain AWS/partner business plans, establishing clear, mutual commitments around joint customer activities, readiness/skills development, and sales activities related to ISV workload migration program.
- Build and scale programs in the field by working with consulting practice leaders, marketing, sales enablement, regional business development teams, professional services and field teams.
- Provide regular updates on partner activities and adoption of the program.
- Conduct customer briefings, present at customer and partner events, advance AWS thought leadership in the workload migration domain.
- Drive company wide program execution including investments, lead generation-related activities, field-training and field-readiness, and joint sales activities between ISV partners and AWS. Constantly maintain a clear view of the return on mutual investments.
- Facilitate internal resources, investments needed to execute on the business plans in order to help meet business goals.
- Create joint customer references with ISV partners for specific software workloads and use cases.



About the team
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.
- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level - Experience identifying, negotiating, and executing complex legal agreements
- Experience interpreting data and making business recommendations
- Experience presenting to both technical and non-technical executive audiences
- Experience selling enterprise software or cloud-based applications
- Experience managing programs across cross functional teams, building processes and coordinating release schedules

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.

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, CA, Mountain View - 162,700.00 - 220,200.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually