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 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.
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Basic Qualifications
- Bachelor's degree
- 3+ years of experience working with public sector customers or partners (US Federal, State & Local Government, Education, Healthcare, or Nonprofit)
- Experience managing strategic technology partnerships or co-sell motions involving AI/ML, SaaS platforms, or cloud infrastructure services
- 5+ years of experience in partner development, business development, alliance management, or enterprise sales within the technology sector
Preferred Qualifications
- Experience working with AI/ML technologies, foundation models, or generative AI platforms — either at a model provider, cloud platform, or as a practitioner driving AI adoption in enterprise or public sector environments
- Familiarity with public sector security and compliance frameworks (FedRAMP, IL4/5/6, StateRAMP, ITAR) and their implications for AI model deployment and data handling
- Experience with AWS services such as Amazon Bedrock, SageMaker, or EC2 accelerated compute (GPU/Inferentia/Trainium instances)
- Demonstrated ability to build and manage executive-level relationships with C-suite and VP-level stakeholders at technology partners
- Track record of building co-sell pipelines and driving joint revenue with technology partners across complex, multi-stakeholder sales cycles
- MBA or advanced degree in a relevant field (business, technology, public policy)
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, VA, Arlington - 147,900.00 - 200,100.00 USD annually