Strategic Partner Manager Jobs in Virginia (NOW HIRING)

Amazon Web Services (AWS) is seeking an experienced Partner Development Manager to own and grow our strategic relationship with a leading frontier AI model provider, driving transformative artificial intelligence solutions across our Worldwide Public Sector (WWPS) customer base. In this role, you will be the primary relationship owner between AWS and the partner (80%), responsible for accelerating joint go-to-market motions, driving adoption of frontier AI capabilities in mission-critical public sector environments, expanding market penetration, and delivering differentiated customer outcomes across US Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals. Additionally, you will support go-to-market and partner development activities across a portfolio of strategic WWPS ISV partners (20%), contributing to cross-partner GTM planning, pipeline development, and revenue acceleration initiatives.
Key job responsibilities
Core Responsibilities - Frontier AI Model Partnership (80%)
Own the strategic partner relationship end-to-end - serve as the primary point of contact between AWS and the frontier AI model provider, driving joint business planning, executive alignment, and mutual investment across the Worldwide Public Sector segment
Define and execute a joint go-to-market strategy focused on accelerating adoption of frontier AI capabilities (foundation models, agentic AI, multimodal reasoning) across public sector customers, with emphasis on mission-critical use cases in Federal (Civilian and Defense), State & Local Government, Education, Healthcare, and Nonprofit verticals
Drive co-sell pipeline development and revenue growth - identify, qualify, and advance joint opportunities with public sector end-customers, articulating the differentiated value of the partner's AI models deployed on AWS infrastructure (including GovCloud and classified environments)
Collaborate with AWS field teams, solution architects, and service teams to ensure the partner's models are optimally integrated with AWS services (e.g., Amazon Bedrock, SageMaker, EC2 accelerated compute) and aligned to public sector customer requirements
Navigate public sector compliance and security requirements (FedRAMP, IL4/5/6, StateRAMP, ITAR) as they pertain to the partner's model deployment, data residency, and end-customer procurement pathways
Maintain an accurate pipeline and forecast of joint GTM opportunities tied to the partner's model release cadence, capability roadmap, and AWS infrastructure dependencies
Build and manage executive-level relationships with the partner's public sector, product, and engineering leadership - deliver quarterly business reviews outlining pipeline health, win/loss analysis, adoption metrics, and strategic investment recommendations
Serve as the internal voice of the partnership across AWS WWPS leadership, ensuring alignment on prioritization, resource allocation, and escalation paths
Supporting Responsibilities - Strategic ISV Portfolio (20%)
Support GTM and partner development activities across a portfolio of strategic WWPS ISV partners, contributing to co-sell pipeline generation, joint solution positioning, and field enablement
Assist with business planning and partner engagement cadences (QBRs, MBRs, campaign execution) for additional ISV accounts as needed
Serve as a key member of the AWS Worldwide Public Sector ISV team, contributing to team-wide best practices, cross-partner learnings, and overall market strategy development
Accelerate customer adoption and measurable outcomes across both the primary AI partnership and supporting ISV engagements
About the team
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