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This position is part of the AWS Specialist and Partner Organization (ASP). Specialists own the end-to-end go-to-market strategy for their respective technology domains, providing the business and technical expertise to help our customers succeed. Partner teams own the strategy, recruiting, development, and growth of our key technology and consulting partners.

Together they provide our customers with the expertise and scale needed to build innovative solutions for their most complex challenges.
We are seeking a Principal Technical Business Development Manager within the AWS Marketplace Center of Excellence to define and drive the next generation of commerce strategy for AWS Marketplace. This high-impact individual contributor role sits at the intersection of product strategy, partner ecosystem development, and emerging AI-driven buyer experiences - owning the business initiatives that evolve AWS Marketplace from a transactional procurement channel into an intelligent commerce platform.
The successful candidate will own the strategy for how AWS Marketplace adapts as purchasing behavior shifts toward automated, AI-mediated, and outcome-oriented models. You will identify net-new growth opportunities through market analysis, customer discovery, and competitive intelligence - building conviction on where AWS Marketplace can create value it does not capture today

You will develop investment-grade business cases, forge pan-Amazon partnerships that open new demand channels, and design innovative commercial models - agentic procurement APIs, outcome-based pricing, embedded commerce - that expand the addressable market beyond traditional ISV software buyers. You will define and track success metrics across each initiative, presenting progress in business review cadences with full root-cause analysis on misses.
This is not a traditional sales or business development role. You will operate with the strategic rigor of a principal-level program owner, combining deep marketplace domain expertise with a forward-looking view of how AI and automation are reshaping enterprise software commerce

You will drive senior leader alignment across engineering, product, field sales, and geo business development teams.
Key job responsibilities
Identify net-new growth opportunities. Prioritize new revenue opportunities through market analysis, customer discovery, and competitive intelligence. Build conviction on where AWS Marketplace can create value it does not capture today.
Build investment-grade business cases

Develop Working Backwards narratives, PR/FAQs, and financial models for new market entries, customer segments, or partnership constructs - and shepherd them through Amazon's investment decision process.
Forge pan-Amazon partnerships. Operationalize partnerships across Amazon's business units that open new demand channels for AWS Marketplace.
Design new commercial models. Create innovative constructs - agentic procurement APIs, outcome-based pricing, embedded commerce, white-label storefronts - that expand the addressable market beyond traditional ISV software buyers.
Define and track success metrics

Establish leading and lagging indicators for each growth initiative; present progress in WBR/MBR cadence with full root-cause analysis on misses.
A day in the life
No two days look the same. You might spend your morning in a deep dive with the Amazon Business team, mapping how their procurement workflows could integrate with AWS Marketplace to unlock an entirely new buyer segment. By midday, you're pressure-testing a financial model for an outcome-based pricing construct with finance and legal - building the investment case you'll present to leadership later this week

In the afternoon, you're running a Working Backwards review for an agentic commerce API that would let customers' purchasing agents transact programmatically on AWS Marketplace. You close the day reviewing leading indicators across your portfolio of growth bets - diagnosing why one initiative is outperforming plan while another needs a course correction before the next WBR. This role rewards entrepreneurial conviction, analytical rigor, and the ability to navigate ambiguity while holding yourself accountable to measurable outcomes.
About the team
AWS Marketplace is a curated digital catalog where companies find, buy, deploy, and manage third-party software, services, data, and AI agent solutions to run their businesses - serving everyone from fast-growing startups to the world's largest enterprises

The team you will join is focused on making sure that what AWS Marketplace builds actually works for the people who use it and helps them scale their business on AWS Marketplace. You will work alongside partner managers, product managers, engineers, field sellers, and a broad partner base - acting as the voice of the market internally and the voice of AWS Marketplace externally. Our mission is to make AWS Marketplace the preferred destination for discovering and deploying solutions at scale, and the preferred channel for software vendors, service providers, and data sellers to reach AWS customers.
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.
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.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams

Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & 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.
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.
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