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The AMER Industry Technology Partners (ITP), part of the AMER Tech Partners (ATP) Team, under the AWS Specialist and Partner Organization (ASP), is seeking a Principal Partner Development Manager (PDM) to set the strategy for and own our most strategic Independent Software Vendor (ISV) relationships in the Financial Services Industry (FSI) across the Americas. Within ASP, Specialists own the end to end go to market strategy for their technology domains, while Partner teams own the strategy, recruiting, development, and growth of our key technology partners. Together we provide our customers the expertise and scale to build innovative solutions for their most complex challenges. Every meaningful conversation we lead now centers on AI. You will guide FSI ISV executives through the most consequential transition of their business, re architecting their software strategies for an AI native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms. This is not incremental change; it is a fundamental replatforming of how software creates value. This role sits at the intersection of business development, partner strategy, and customer outcomes, and as a Principal you will define the FSI partner strategy, innovate org wide initiatives, and serve as the senior AWS relationship owner across a portfolio of the largest and most complex FSI ISV partnerships.
As the relationship owner for your assigned FSI ISV partners, you will develop and execute joint go to market strategies that accelerate customer AI and cloud adoption and expand AWS revenue through partner led motions. You will build and influence relationships at the executive level across partners and AWS, and orchestrate cosell across AWS field teams and partners at scale.
This is not a passive relationship management role, and it is not solely an execution role. You will identify new areas of FSI business opportunity where strategy and approach are undefined, own pipeline and revenue targets, design and set the joint go to market plays that others adopt, and drive customer outcomes through partners across migration, modernization, data, AI and machine learning, generative and agentic AI, and FSI specific workloads such as capital markets, payments, insurance, core banking, and digital assets.
You will also own capability uplift of your partners, driving certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements. You will hold mutual accountability for both commercial results and partner program health, and you will guide the development of best practices that scale across the broader ITP and PDM community.
The ideal candidate combines strategic vision with commercial execution and deep FSI expertise. You understand how ISV business models and financial services markets work, you can navigate significantly complex, business critical deals with many stakeholders and C level executives, and you know how to build and scale a repeatable partner led revenue engine that influences the mandate of the organization in a high growth market. You are comfortable operating in ambiguity, and you deliver independently.
Key job responsibilities
• Build and influence executive and C level relationships across partner organizations and AWS, orchestrating strategic business reviews, executive briefings, and funding and investment decisions that shape long term joint commitments.
• Set and own the FSI partner strategy, developing and owning comprehensive Partner Business Plans (PBPs) that align partner capabilities with Americas market opportunities and quantify goals for revenue, pipeline, certifications, and customer outcomes across the portfolio.
• Design, establish, and continuously improve joint go to market strategies with partners, including demand generation campaigns, FSI specific vertical plays, and account based engagement that AWS field teams and other PDMs adopt as best practice.
• Own and drive pipeline create and launch and revenue targets across your FSI ISV portfolio, championing cosell motions that ensure joint pipeline development, coordinated customer engagement, and shared revenue accountability across AWS field teams and partner sales organizations, and providing data driven recommendations that accelerate deal progression.
• Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and business critical deals transact on Marketplace.
• Drive partner capability uplift, including certification and competency attainment, practice development, and compliance with AWS Partner Network program requirements, and guide the development of best practices for capability building across the team.
• Enable partners to build repeatable solutions and intellectual property across priority workloads such as migration, modernization, generative and agentic AI, data and analytics, and security, that address the most complex Americas FSI customer needs.
• Own Partner Revenue Model (PRM) compliance, Strategic Collaboration Agreement (SCA) execution, and Private Pricing Agreement (PPA) governance for assigned partners, identifying, negotiating, and executing complex legal and commercial agreements and ensuring contractual commitments translate to operational outcomes.
• Manage partner funding requests and investments, ensuring return on investment aligns with organizational objectives, and contribute insights, mechanisms, and best practices to the broader AMER PDM community.
• Identify new areas of business opportunity and leverage partner differentiation, mitigating complex long term risks and driving alignment on new approaches in ambiguous, undefined areas of the FSI partner landscape.
• Collaborate across and influence AWS sales, specialist teams, solutions architecture, marketing, and professional services to remove deal blockers and deliver joint customer outcomes at organizational scale.
A day in the life
You lead from the front as the senior owner of the partnership with each FSI ISV, with oversight of the relationships, the strategy, and the execution, and you set direction that others follow. Every meaningful conversation you lead now centers on AI, helping partners re architect their software strategies for an AI native world of agentic products, autonomous agent fleets, and the move from traditional SaaS to expert agent platforms. On a typical day you will:
• Engage your FSI ISV partners at the executive level on business planning, capability development, and go to market execution, and set the strategy for the largest joint opportunities.
• Review partner pipeline health dashboards and act on what you find, taking direct action to advance deals and remove roadblocks yourself while also providing actionable recommendations to partner marketing, field teams, delivery, and sales leaders.
• Align with AWS field sellers on top partner attached opportunities, matching the right ISV capability to customer needs and removing roadblocks on business critical deals.
• Influence and enable cross functional teams on partner strategy, funding mechanisms, and joint selling motions, driving VP and senior leadership goals and initiatives.
• Own and prepare data driven business reviews and longer term planning documents for internal leadership through the VP level and for external partner executives.
About the team
The AMER Industry Technology Partners (ITP) team, part of the AMER Tech Partners organization within the AWS Specialist and Partner Organization, manages a focused portfolio of Independent Software Vendors across six AWS prioritized industries: Automotive and Manufacturing, Energy and Utilities, Financial Services, Telecommunications, Media Entertainment and Gaming, and Retail. Our partners run mission critical enterprise software that powers our customers' core operations, from the controllers behind a large share of the world's factories to the platforms behind the majority of top global banks. These workloads represent some of the largest and most complex data environments at enterprise customers, and they connect to hundreds of surrounding systems generating petabytes of operational data. Our Partner Development Managers bring deep industry specialization and act as trusted advisors who earn partner executive trust through their understanding of vertical challenges, regulations, and industry use cases, driving cosell alignment, AWS Marketplace transacting, and generative and agentic AI integration across the portfolio.
Our approach comes down to three things: clarity of strategy, depth of relationship, and a focus on results, helping partners see around corners and making AWS the most essential growth engine in their portfolio. Financial Services is one of our most strategic and fastest growing verticals, and this Principal role owns the FSI partner strategy end to end. This is a high visibility team with direct exposure to AWS and partner executive leadership and meaningful impact on industry level revenue outcomes.
About AWS
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BASIC QUALIFICATIONS
- 6+ years of Go-To-Market, Business Development, Sales, or Consulting experience
- 5+ years of solving problems with technology in the Global Financial Services Industry experience
- 5+ years of developing, negotiating and executing business agreements experience
- Experience leading complex, multi-year initiatives that may be cross-functional and/or span business and technology
- Experience presenting to both technical and non-technical executive audiences
PREFERRED QUALIFICATIONS
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
- Experience designing, implementing, and scaling workforce development programs across large-scale operations, including forecasting workforce needs and leveraging analytics to drive program decisions
- Experience interpreting data and making business recommendations across leadership and cross-functional teams
- Experience using analytical tools for workforce metrics and reporting
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.
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, GA, Atlanta - 147,900.00 - 200,100.00 USD annually
USA, MA, Boston - 147,900.00 - 200,100.00 USD annually
USA, NC, Charlotte - 147,900.00 - 200,100.00 USD annually
USA, NJ, Jersey City - 162,700.00 - 220,200.00 USD annually
USA, VA, ARLINGTON - 147,900.00 - 200,100.00 USD annually