Partner Development Manager Jobs in Vienna, VA (NOW HIRING)

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to accelerate the adoption of AWS AI and Agentic AI tools across our Worldwide Public Sector National Systems Integrator (NSI) partner ecosystem. This position is part of the AWS Worldwide Public Sector (WWPS) Partner Organization. Our team works at the intersection of cloud technology and the public sector mission-partnering with National Systems Integrators (NSIs) to deliver innovative solutions for government, defense, education, nonprofit, and healthcare customers. We drive adoption of AWS services by enabling our partners to build differentiated capabilities that accelerate our customers' missions.
In this role, you will develop and execute strategies that drive NSI partners to embed AI-driven development practices into their customer delivery engagements, internal solution development, and operational tooling-while also building joint go-to-market motions that bring agentic AI solutions to market for partner product development teams and end users.
You will be a trusted advisor to partners across all levels-from technical delivery teams building with AWS AI services to C-suite executives evaluating AI strategies and finance leaders assessing ROI. You will define solution-oriented offerings, develop pipeline, and drive adoption by selling to, through, and with NSI partners. The ideal candidate combines deep technical fluency in software development and AI/ML, with the business acumen to articulate the financial case for AI transformation to partner executives. Critically, the ideal candidate has a builder mentality that thrives on creating new motions from scratch.
Key job responsibilities
• Drive pipeline and revenue through joint go-to-market motions with NSI partners to bring agentic AI solutions to WWPS end-customers, creating new demand and accelerating adoption of AWS AI services.
• Accelerate partner AI adoption by developing strategies that drive NSI partners to embed AWS Agentic AI tools (e.g., Amazon Bedrock, Amazon Kiro, Amazon SageMaker) into their customer delivery engagements, solution offerings, and operational tooling.
• Define solution-oriented joint offerings with NSI partners that package AWS Agentic AI capabilities into repeatable, scalable solutions for public sector end customers across all WWPS verticals.
• Enable AI-driven development practices across partner delivery organizations-championing modern AI development lifecycle approaches that reimagine traditional software engineering processes through AI-powered inception, construction, and operations workflows.
• Engage partners to articulate the process transformation benefits and financial ROI of adopting AI tools for delivery execution, demonstrating how agentic AI accelerates engagement timelines, reduces cost-to-deliver, and improves solution quality.
• Develop business cases and financial models that quantify the return on investment of AI tool adoption for partner and customer organizations, enabling data-driven decisions on AI transformation investments.
• Serve as an internal AI subject matter expert aligned to the WWPS partner organization, advocating for partner AI capabilities and connecting partner needs to AWS product and field teams.
• Scale proven adoption motions by identifying successful partner AI adoption patterns and replicating them across the broader NSI partner ecosystem.
• Engage multi-level stakeholders across partner and customer organizations-from technical delivery leads and development teams to C-suite executives and finance leadership-articulating technical capabilities, solution value, and financial impact of agentic AI adoption.
• Collaborate cross-functionally with solution architecture, product management, partner management, field sales, and account teams to create joint revenue opportunities and remove blockers to customer AI adoption through partners.
• Identify and develop new market opportunities for agentic AI solutions across WWPS verticals, working with partners to translate customer needs into joint offerings that drive adoption and revenue growth.
BASIC QUALIFICATIONS
- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 2+ years of working with Data & AI related technologies, including, but not limited to, AI/ML (Artificial Intelligence/Machine Learning), GenAI (Generative AI), Analytics, Database, and/or Storage experience
- 3+ years of developing, negotiating and executing business agreements experience
- Experience developing strategies that influence leadership decisions at the organizational level
- Experience explaining complex technical concepts to various business and technical audiences
- Bachelor's degree
- Experience building and analyzing cost/benefit scenarios and business cases and communicating results throughout the organization
- Familiarity with AI-driven development lifecycle methodologies and agentic AI frameworks
PREFERRED QUALIFICATIONS
- 2+ years of software development experience
- Experience selling to or working with public sector organizations (federal, defense, state/local, education, nonprofit, healthcare)
- 2+ years of technology consulting experience (delivery, solution architecture, or advisory)
- Experience working with National Systems Integrators or large consulting partners
- Experience defining and launching new partner solutions, offerings, or go-to-market programs
- Experience with AWS AI/ML services (Amazon Bedrock, Amazon Kiro, Amazon SageMaker) or equivalent cloud AI platforms,
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.
Pursuant to the San Francisco 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), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, San Francisco - 162,700.00 - 220,200.00 USD annually
USA, NY, New York - 162,700.00 - 220,200.00 USD annually
USA, TX, AUSTIN - 147,900.00 - 200,100.00 USD annually
USA, VA, Arlington - 147,900.00 - 200,100.00 USD annually
USA, WA, Seattle - 147,900.00 - 200,100.00 USD annually