This position is part of the AWS Specialist and Partner (ASP) Organization, within the Worldwide Public Sector (WWPS) Partner Core team. Amazon Web Services (AWS) is seeking a strategic Business Development (BD) Program Manager to lead Go-To-Market (GTM) programs' success for Independent Software Vendor (ISV) partners selling to public sector customers, including but not limited to government, education, nonprofit, healthcare and aerospace verticals.
AWS Program Managers are business problem solvers with deep domain-specific expertise. They develop and execute specialized campaigns, advise and influence partners at the CXO level, and increase the availability of solutions for WWPS customers. They craft scalable GTM motions that address the most strategic growth opportunities across industries and workloads.
This role will own the GTM strategy for Partner Core programs, incentives and co-sell tooling for ISV partners serving public sector customers. The ISV GTM Program Manager will work at the intersection of partner development, sales teams, and AI-powered enablement. The position will advise both partner management and ISV partners on creation, launch, and co-sell motions for software products to deliver value for public sector customers, with additional emphasis on AWS Marketplace and AI solutions. The role partners with ASP teams to improve co-sell tooling through domain expertise, partner intelligence and feedback to improve AI co-sell tool performance.
Key job responsibilities
- Identify and grow the strategic pipeline of ISV partners for public sector at scale
- Define the public sector ISV GTM strategy for programs, AI-tooling engagement and co-sell at scale. Create and execute comprehensive GTM plans to accelerate adoption of AWS ISV partner solutions in public sector, including partner messaging, campaign motions, and co-sell playbooks
- Report on pipeline health, conversion metrics, and revenue impact from ISV partner opportunities and identify programmatic ways to accelerate
- Drive partner adoption of AI co-sell agents in public sector by providing domain expertise, enablement, and improving co-sell tool performance
- Collaborate with ASP product teams to improve co-sell tooling through partner intelligence, communicating public sector signals, and partner feedback (including solution matching engine, propensity to buy, and co-sell recommendation score).
- Build and execute scalable enablement for AWS sellers and ISV partners to drive successful co-sell motions in WWPS, including partner-ready content, training materials, and go-to-market resources
- Demonstrate thought leadership by representing ISV partner programs incentives at industry events, conferences, and customer roadshows
- Collaborate with ASP to align ISV program requirements and eligibility for public sector needs
- Work cross-functionally with marketing, partner programs, sales, and geography teams to coordinate GTM motions.
About the team
WW Public Sector Partner Core enables partners to accelerate cloud adoption and mission outcomes for public sector customers through scalable partner programs and incentives. We work backwards from partner and customer feedback to identify and prioritize the efforts that will accelerate our partners' success in engaging public sector customers and growing their business on AWS.
The team is globally distributed and works with partners ranging from defense technology startups to global ISVs and system integrators, supporting Sales teams that cover government, defense, healthcare, education, nonprofit, and aerospace customers worldwide.
BASIC QUALIFICATIONS
- 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Bachelor's degree
PREFERRED QUALIFICATIONS
- Experience working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience presenting to both technical and non-technical executive audiences
- Master's degree in business, data science, public administration, finance, engineering, human resources, or related field, or PMP certificate
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 - 162,700.00 - 220,200.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually
