Senior Partner Development Manage, Amazon
Technology Partnerships
CA$111.3-185.8k
+ Equity
The largest online retailer and technology provider
Job no longer available
The largest online retailer and technology provider
1001+ employees
Job no longer available
CA$111.3-185.8k
+ Equity
1001+ employees
Company mission
To be Earth's most customer-centric company.
Role
Who you are
- 5+ years of business development, partner development, sales or alliances management experience
- Experience with end-customer sales in the cloud or software industry and a successful track record with consulting or technology partners through account management, program management, and business development
- Experience working with partners through account, product or program management and business development engagements
- Demonstrated ability to build and execute joint business plans that drive measurable revenue outcomes
- Experience with cloud platforms, SaaS business models, or enterprise software ecosystems
Desirable
- Experience in large complex deal negotiations with a successful track record
- Experience with AWS Marketplace, cloud marketplaces, or channel/alliance programs at a hyperscaler
- Track record of driving co-sell or partner-led sales motions in collaboration with field sales organizations
- Understanding of the Canadian technology and enterprise landscape
- Strong analytical skills and comfort with data-driven pipeline management
- Familiarity with ISV business models, including SaaS pricing, consumption economics, and platform strategies
What the job involves
- Would you like to help define how the world's largest cloud platform partners with technology companies in Canada
- Amazon Web Services (AWS) is looking for a Partner Development Manager to join the Canadian Technology Partnerships and AWS Marketplace team
- In this role, you will own strategic relationships with Independent Software Vendors (ISVs) and drive co-sell outcomes through AWS Marketplace, the fastest-growing route to market for enterprise software
- This is not a legacy partner management role
- You will operate at the intersection of partner strategy, commercial execution, and marketplace economics
- Your job is to accelerate your partners' growth on AWS while building a durable revenue stream through Marketplace Private Offers (MPPOs), co-sell motions, and joint go-to-market plays that connect partners directly to Canadian enterprise customers
- Own a portfolio of strategic ISV partnerships in Canada. Drive executive-level relationships (CXO, Product, Marketing, Field) and execute joint business plans that grow partner revenue on AWS
- Drive Marketplace adoption as the primary co-sell channel. Manage the full lifecycle: partner listing strategy, MPPO execution, channel routing with segment sales teams, and deal acceleration
- Build and manage joint pipeline with assigned partners. Conduct regular business reviews, track pipeline health, and drive deal progression alongside AWS field sales teams
- Lead the partner-led sales motion in Canada. Identify customer opportunities where partners can lead, connect partners to AWS account teams, and enable field sellers to position partner solutions
- Create and execute go-to-market programs. Develop joint marketing, demand generation, and partner enablement initiatives that align to Canadian market priorities (energy, AI, public sector, infrastructure)
- Represent your partners internally across AWS. Build internal awareness of your partners' solutions, influence product roadmap discussions, and advocate for partner needs with service teams
- Prepare and deliver business reviews to senior leadership. Use data, CRM systems, and internal analytics to track performance against targets and communicate results clearly
- Manage complex commercial engagements including contract negotiations, pricing strategy, and legal coordination
Our take
Amazon is the world's largest online retailer, and is well-known for its disruption of well-established industries. The company is present in numerous verticals, including cloud computing with Amazon Web Services, AI with its range of Alexa devices and a global marketplace more commonly referred to as 'the everything store'. Acquisitions include Ring, Twitch, Whole Foods Market, and IMDb.
More recently, Amazon has been focused on leading the "third wave in digital advertising". Many businesses are now shifting ad dollars to retailers, which before would have been spent with online media platforms. Amazon's seen great success in the space, with its revenue from advertising now higher than its Amazon Prime membership scheme, audiobooks and digital music combined. This growth is particularly impressive considering its digital ad rivals (like Snap, Alphabet, and Meta) have suffered declines due to wider macroeconomic factors and Apple's iOS privacy changes.
Despite its dominant market position, Amazon will continue to be challenged over the next decade, including sustaining AWS's cloud dominance in the face of Google and Microsoft. On top of this, the company's e-commerce division is facing profitability problems despite its 2023 post-IPO debt funding of 8 billion. It will need to find new ways to stay above their competitors.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company HQ
South Lake Union, Seattle, WA
Leadership
Jeff Bezos
(Founder & Executive Chairman)Jeff is an American business magnate, media proprietor, and investor. As well as founding Amazon, Jeff founded Blue Origin, an aerospace manufacturer and sub-orbital spaceflight services company and also owns The Washington Post.
Andy Jassy
(President & CEO)Joined Amazon as a Marketing Manager in 1997. Developed AWS with Jeff Bezos, and became CEO of Amazon in 2021.
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