The Americas Security organization is seeking a Security GTM Partner Development Manager to drive go-to-market strategy and execution for large and strategic security ISV partners on AWS Marketplace. 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.
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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.
About AWS
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.
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Basic qualifications
3+ years of business development, partnership management, or sourcing new business experience
3+ years of working with Core Cloud Technology Services, including, but not limited to Compute, Edge, Hybrid, Security, and/or Networking experience
3+ years of Go-To-Market, Business Development, Sales, or Consulting experience
Bachelor's degree or equivalent
Experience using data and metrics to determine and drive improvements
Preferred qualifications
Experience in business development, partner development, sales or alliances management
Experience working cross functionally with tech and non-tech teams
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)
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