Security GTM Partner Development Manager, AWS Security Partnerships

Security GTM Partner Development Manager, AWS Security Partnerships Job ID: 10473760 | Amazon Web Services, Inc. Application deadline: Jul 19, 2026 Key responsibilities Own end-to-end go-to-market strategy and execution for assigned strategic security partners, driving Marketplace TCV growth, launched ARR expansion, and qualified+ pipeline generation. Develop and execute joint business plans with partner alliance teams, establishing quarterly targets, co-sell motions, and field enablement priorities aligned to mutual growth objectives. Lead executive-level partner engagement including quarterly business reviews, executive briefing center sessions, and annual planning cycles that strengthen trust and accelerate joint investment. Drive AWS Marketplace adoption and routing discipline, working with partner field teams to ensure pipeline flows through ACE and deals close on Marketplace. Coordinate across AWS internal stakeholders, including field sales, Partner Solutions Architects, AWS Marketplace teams, and Security Specialist organizations to align on joint account strategies and remove deal friction. Identify and activate co-sell opportunities in target enterprise accounts, working directly with AWS Account Executives and partner sales teams to position joint solutions that address customer security requirements. Accelerate partner adoption of AWS AI and security services, including Amazon Bedrock AgentCore, Security Hub, and GuardDuty, through technical collaboration and integration roadmap alignment. Manage Partner Revenue Model compliance, Strategic Collaboration Agreement execution, and Private Pricing Agreement governance for assigned partners, ensuring contractual commitments translate to operational outcomes. Track and report on partner performance across Marketplace TCV, launched ARR, qualified+ pipeline, co-sell win rate, and deal activation velocity, providing data‑driven recommendations for investment and intervention. Represent the voice of the partner internally to AWS leadership, advocating for program enhancements, investment decisions, and competitive positioning that serve both AWS and partner growth. Basic Qualifications 3+ years of business development, partnership management, or sourcing new business experience. 3+ years of working with core cloud technology services, including compute, edge, hybrid, security, and/or networking experience. 3+ years of go‑to‑market, business development, sales, or consulting experience. Bachelor's degree or equivalent. Experience using data and metrics to determine and drive improvements. Preferred Qualifications Experience in business development, partner development, sales, or alliances management. Experience working cross‑functionally with tech and non‑tech teams. Benefits 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. Location-based Salary Ranges USA, MA, Boston - $92,400.00 - $160,000.00 USD annually USA, NJ, Jersey City - $101,600.00 - $177,800.00 USD annually USA, OR, Portland - $92,400.00 - $160,000.00 USD annually USA, WA, Bellevue - $92,400.00 - $160,000.00 USD annually Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. #J-18808-Ljbffr