Job Details
Posted date: Sep 03, 2025
Location: Seattle, WA
Estimated salary: $210,200
Range: $158,400 - $262,000
Description
The Principal Partner Development Manager builds go-to-market (GTM) strategies with strategic partners, drives business development, establish partnerships, and enables the development of Amazon’s products and services. As a Maiinframe specialsit, this PDM works specifically with one or more Amazon partners to define and execute mechanisms for joint successes. Essential to a Mainframe PDM role is a level of subject matter expertise in legacy modernizations, industries and GTM strategies.Key job responsibilities
- Create and execute a strategic business development plan for target markets with prioritized Mainframe Modernization partners, and ensure technical alignment with the AWS strategic direction and working with key internal stakeholders
- Set the standard for how we work with external partners, interpret their needs, and prioritize mechanims dedicated to partner development.
- Acquire deep knowledge of customers’ vision, products, and objectives. Anticipate partner needs and resolve significant pain points. Identify and execute on revenue maximizing opportunities for both the partner and AWS.
- Manage and work closely with the leadership of assigned AWS Partners to develop GTM plans focused on Mainframe Modernization built on commitments of growth in the assigned region.
- Identify specific customer solutions, sales segment plays, and industry verticals to approach with a joint value proposition for using AWS.
- Integrate with AWS Sales and Services BD Teams to drive sales engagements between partners and AWS sales teams to meet Launched ARR goals o Communicate to AWS Partner teams, field sales, solutions architects, business development teams about the Partner’s capabilities and successes.
- Engage the Partner's field sales organization, channels and end customers to create and drive ARR opportunities for AWS.
- Provide Partner feedback to internal product development teams to guide the direction of our product offerings.
- Prepare periodic business reviews to the AWS senior management team.
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 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.
Qualifications
- 8+ years of experience in business development, negotiating and executing large business agreements- 8+ years of professional or military experience
- Experience developing and executing on GTM strategies that are large in scope
- Experience developing strategies that influence leadership decisions at the organizational level
Extended Qualifications
- 10+ years of experience developing Global Systems Integrators business and leading Legacy migrations to cloud- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
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.
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/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.
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