The AWS Partner Organization is looking for a Sr. WW Partner Business Development Manager to join the Partner Acceleration Initiatives (PAI) team. This role owns the strategy, design, and execution of seller incentive programs (SPIFs) and experiments & pilots that test new mechanisms for driving specific go-to-market outcomes.
Position Overview: You will own a portfolio of high-impact incentive mechanisms - from SPIF proposals that incentivize co-sell between AWS sellers and partners, to targeted experiments that test novel compensation approaches for emerging AI workloads. You are responsible for end-to-end program lifecycle: identifying the business need, designing the incentive construct, defining earning logic and funding models, navigating approvals across finance, legal, and sales compensation, executing globally through claims validation and payout, and measuring impact. You will implement dashboards and governance models that ensure transparency and informed decision-making across global and regional stakeholders.
This role sits at the intersection of sales strategy and partner development. As AI reshapes how partners build and sell on AWS, you will define how compensation and incentive mechanisms evolve to drive the right seller behaviors and partner outcomes. You will work directly with Global Sales Compensation (GSC), finance, legal, field sales leadership, and partner management to bring new incentive constructs to market.
The ideal candidate moves comfortably between long-term strategy and short-term execution, bringing both business depth and technical credibility. You understand how to assess market opportunity to develop compelling arguments and high-level ROI that earn stakeholder buy-in. You have a high bias for action, use data to make decisions, and can articulate the value of your programs to both technical and non-technical executive audiences. You thrive in ambiguity and operate in a fast-paced environment where the mechanisms you build directly impact revenue.
Key job responsibilities
- Define, build, and deploy the co-sell incentive strategy - owning SPIFs and Experiments & Pilots end-to-end, from business case through design, execution, measurement, and iteration
- Partner with field sales leadership and partner management to understand business problems, then design and operate incentive programs that drive co-sell behaviors at scale
- Drive approvals and program execution through Global Sales Compensation, finance, and legal - navigating cross-functional processes to bring new incentive constructs to market
- Continuously refine incentive structures based on data insights, partner feedback, and market signals - champion innovation and drive programs forward with a high bias for action
About the team
The Partner Acceleration Initiatives (PAI) organization is responsible for designing and operating the mechanisms and programs that drive co-sell, revenue acceleration and differentiation initiatives between Amazon Web Services (AWS) and our partners.
BASIC QUALIFICATIONS
- Bachelor's degree
- 5+ years of professional or military experience
- 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
PREFERRED QUALIFICATIONS
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience influencing internal and external stakeholders
- Experience with technology transformation initiatives
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, Santa Monica - 147,900.00 - 200,100.00 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
