The Partner Development Manager (PDM) for Security will work closely with teams across AWS to build relationships with ISVs that we’ve identified as providing complementary security and observability functionality with AWS, and that are in high demand from our customers. The ideal candidate will understand the observability and security landscape, have the ability to identify/prioritize valuable ISVs and plan/deliver technical integration roadmaps and GTM expansion initiatives. The PDM will build a mechanism to continuously identify security and observability partners we should be working with - including startups - and proactively engage with them. Additionally, the PDM will drive strategies regularly with a multitude of entities – both internal and external – to amplify the solutions we can deliver based on customer profiles, especially cognizant of industry solutions. The PDM will coordinate on a regular basis with service, geo and vertical teams to raise their awareness of the value the partner value, and leveraging AWS marketplace as a force multiplier.
The ideal candidate will possess a unique combination of business development, technical sales, product management and product marketing experience. The candidate will promote relevant solutions that help customers to adopt the cloud faster and at a high scale, and develop a motion that focuses on partners who provide solutions that help customers accelerate their adoption of AWS Cloud. The candidate will describe how potential partners should be integrated with AWS services, and promote new partnership opportunities with AWS service teams. The candidate will have a demonstrated ability to think strategically about customer business problems and desired outcomes, software business models, the observability and security competitive landscape and the joint product development lifecycle to foster innovative integrated solutions. The candidate should also have a proven track record of influencing innovation through a partner ecosystem with prior solution and program successes.
Key job responsibilities
Define and execute the partner selection and development strategy
- Identify and recruit ISVs into the portfolio which will include emerging startups and/or established technology partners
- Work with existing AWS native services, ISV product, business development, channel and field organizations to define and execute joint design wins and go to market programs.
- Execute the strategic business development plan while working with key internal stakeholders (e.g. Marketplace Product Management & Engineering, AWS field teams, AWS Services.
- Identify specific customer segments and industry verticals to approach with a joint ISV/AWS value proposition.
- Advocate for the strategic and holistic adoption of AWS Marketplace by Security and Observability ISVs.
- Establish AWS as the ISV's preferred cloud computing platform across all product lines.
- Understand the technical requirements of Security and Observability ISVs and serve as a conduit to AWS MP’s internal product management and engineering teams to inform and influence the direction of AWS products and features.
- Prepare and present Security and Observability category and ISV business reviews to the AWS Executive Leadership team.
- Lead, negotiate and complete complex contract negotiations and serve as a partner liaison to the legal group.
About the team
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.
Diverse Experiences
Amazon 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.
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 in the cloud.
Inclusive Team Culture
Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.
Mentorship and 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.
- 6+ years of developing, negotiating and executing business agreements experience
- 6+ years of professional or military experience
- Bachelor's degree
- 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 interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $133,200/year in our lowest geographic market up to $220,200/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.
