The Americas Security organization is seeking a Security Partner Development Manager to drive go-to-market strategy and execution for large and strategic security ISV partners. This role sits at the intersection of partner management, sales execution, and security market expertise, and is responsible for accelerating Marketplace revenue growth, deepening technical integrations with AWS AI and security services, and enabling joint customer outcomes across the enterprise segment. The PDM will own a portfolio of high-value security partnerships and serve as the primary business relationship owner between AWS and partner executive leadership, driving joint planning, co-sell execution, and Marketplace routing discipline across the full partner lifecycle.
Key job responsibilities
Own end-to-end go-to-market strategy and execution for assigned strategic security partners, driving Marketplace TCV growth, Launched ARR expansion, and Qualified+ Pipeline generation. Develop and execute joint business plans with partner alliance teams, establishing quarterly targets, co-sell motions, and field enablement priorities aligned to mutual growth objectives. Lead executive-level partner engagement including quarterly business reviews, executive briefing center sessions, and annual planning cycles that strengthen trust and accelerate joint investment. Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals close on Marketplace rather than through direct channels. Coordinate across AWS internal stakeholders including field sales, Partner Solutions Architects, AWS Marketplace teams, and Security Specialist organizations to align on joint account strategies and remove deal friction. Identify and activate co-sell opportunities in target enterprise accounts, working directly with AWS Account Executives and partner sales teams to position joint solutions that address customer security requirements. Accelerate partner adoption of AWS AI and security services including Amazon Bedrock AgentCore, Security Hub, and GuardDuty through technical collaboration and integration roadmap alignment. Manage Partner Revenue Model compliance, Strategic Collaboration Agreement execution, and Private Pricing Agreement governance for assigned partners, ensuring contractual commitments translate to operational outcomes. Track and report on partner performance across Marketplace TCV, Launched ARR, Qualified+ Pipeline, co-sell win rate, and deal activation velocity, providing data-driven recommendations for investment and intervention. Represent the voice of the partner internally to AWS leadership, advocating for program enhancements, investment decisions, and competitive positioning that serve both AWS and partner growth.
About the team
The Americas Security organization within US Technology Partners manages one of the largest and fastest-growing security partner ecosystems on any cloud platform, spanning endpoint security, cloud security, identity, network security, data security, and application security categories. The team combines deep security market expertise with commercial rigor to accelerate mutual growth between AWS and ISV partners during a period of unprecedented enterprise demand driven by AI security, Zero Trust adoption, and platform consolidation. This is a high-visibility role with direct exposure to AWS and partner executive leadership and meaningful impact on category-level revenue outcomes.
BASIC QUALIFICATIONS
- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience explaining complex technical concepts to various business and technical audiences
- Bachelor's degree in a relevant field or equivalent work experience
PREFERRED QUALIFICATIONS
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
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, NJ, Jersey City - 162,700.00 - 220,200.00 USD annually
USA, OR, Portland - 147,900.00 - 200,100.00 USD annually
USA, WA, Bellevue - 147,900.00 - 200,100.00 USD annually
