[Remote] Principal Technical Business Development Manager, AWS Technology Partner Center of Excellence

Note: The job is a remote job and is open to candidates in USA. Amazon Web Services (AWS) is a leading cloud platform, and they are seeking a Principal Technical Business Development Manager to define and drive the next generation of commerce strategy for AWS Marketplace. This role involves identifying growth opportunities, building investment-grade business cases, and designing innovative commercial models, all aimed at evolving AWS Marketplace into an intelligent commerce platform.ResponsibilitiesIdentify 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 todayBuild 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 processForge pan-Amazon partnerships. Operationalize partnerships across Amazon's business units that open new demand channels for AWS MarketplaceDesign 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 buyersDefine 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 missesSkills10+ years of Go-To-Market, Business Development, Sales, or Consulting experienceExperience developing strategies that influence leadership decisions at the organizational level4+ years of working with ISVs and Channel Partners on AWS Marketplace, with deep knowledge of how sellers and buyers operate on AWS Marketplace6+ years in a technical business development role with working knowledge of AWS services; AWS certifications preferredExperience working cross-team and synthesize feedback and input from product management, engineering, testing, and marketingFluency with AI productivity and engagement tools, with a demonstrated ability to use them to scale partner outreach, synthesize feedback, and accelerate content developmentExperience in a heavily matrixed environment, including developing and executing go-to-market growth initiatives and sales motionsExperience collaborating with product managers, developers, and other stakeholdersExceptional interpersonal and communication skills, both written and verbal, for technical and non-technical audiencesDeep familiarity with how ISVs, channel partners, and consulting partners sell and transact on AWS Marketplace, including private offer structures, channel programs, and seller operational requirementsBroad AWS Marketplace fluency across the seller and buyer experience, from listing and procurement to billing and channel program features, spanning software, services, data, and AI agent solutionsExperience developing and delivering external presentations, product demos, or thought leadership content at industry events or partner conferencesBenefitsSign-on paymentsRestricted stock units (RSUs)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) matchingPaid time offParental leaveMentorship & Career GrowthFlexibility as part of our working cultureCompany OverviewLaunched in 2006, Amazon Web Services (AWS) began exposing key infrastructure services to businesses in the form of web services -- now widely known as cloud computing. It was founded in 2002, and is headquartered in Seattle, Washington, USA, with a workforce of 10001+ employees. Its website is http://aws.amazon.com.Company H1B SponsorshipAmazon Web Services (AWS) has a track record of offering H1B sponsorships, with 3262 in 2026, 22803 in 2025, 21175 in 2024, 19057 in 2023, 24088 in 2022, 12233 in 2021, 14881 in 2020. Please note that this does not guarantee sponsorship for this specific role.