ISV Partner Development Manager, AWS Partner Organization

Are you passionate about shaping the future of cloud computing? Amazon Web Services (AWS) is at the forefront of the next paradigm shift in IT, and we are seeking world class candidates to drive the success of our Technology Partners within the Infrastructure domain.
As a Partner Development Manager for Independent Software Vendors (ISVs), you will play a crucial role in developing and executing our strategy in Spain and Portugal. You will work with ISVs, SaaS, and PaaS providers to create compelling value propositions and implement Go-to-Market (GTM) strategies that accelerate customer adoption and drive revenue growth.
The ideal candidate is a strategic thinker with a proven track record of influencing executive decision-makers and managing diverse stakeholder relationships. You should excel at identifying business opportunities, developing innovative initiatives, and articulating complex value propositions. Strong experience in technology sales, partner innovation, and executive engagement is essential. We are looking for someone with a blend of business development, product management, strategic alliance, and entrepreneurial skills.

Key job responsibilities
1. Develop and manage strategic partnerships with a portfolio of high-potential ISVs in Spain and Portugal.
2. Create, localize, and execute GTM plans that drive ISV growth on AWS and deliver measurable business outcomes.
3. Identify strengths and opportunities within your assigned Tech Partner domain, providing regular updates to leadership and contributing to area planning.
4. Orchestrate multiple AWS teams to support co-selling and GTM activities, establishing scalable models for long-term partner and customer success.
5. Meet or exceed revenue and pipeline generation targets.
6. Develop and implement multi-partner GTM strategies.
7. Collaborate across sales and partner teams to create and execute high-impact business development campaigns.
8. Drive sales execution through lead generation, sales enablement, and coordinated activities between ISV partners, strategic consulting partners and AWS field organizations.
9. Conduct regular pipeline reviews and drive pipeline execution
10. Establish strong governance and hold regular business reviews
11. Secure and leverage internal resources, tools, and investments to support partner growth and goal achievement.


About the team
The AWS Partner Organization (APO) is pivotal in expanding AWS's reach, strengthening customer relationships, and driving revenue growth. The AWS Partner community features over 100,000 partners from more than 150 countries. This diverse network of partners delivers exceptional value, agility, and cost-effectiveness to customers worldwide.
We are committed to our partners' success at every stage of their journey, whether they are looking to expand their customer base, engage in joint GTM, or leverage the AWS Marketplace. At APO, we believe partnership is the highest level of customer obsession and work with our partners to make our customers successful.
- • 5+ years of experience in technology-related business development, channel management, alliances, or sales
- • Deep understanding of SaaS and B2B software technologies, market trends, and business models
- • Proven success in driving technology partnerships and managing joint GTM initiatives
- • Strong stakeholder management skills, with the ability to navigate complex organizational structures
- • Data-driven approach to performance improvement and decision-making
- • Excellent prioritization and goal-oriented execution skills
- • Fluency in business Spanish and English, with strong written and verbal communication skills- • Technical undergraduate and/or master's degree
- • Expertise in the Infrastructure domain (e.g., security, observability, data, analytics)
- • Enterprise solution sales experience
- • Familiarity with AWS platform, products, solutions, and capabilities
- • In-depth knowledge of the French market and business landscape
- • Proficiency in Portuguese, in addition to Spanish and English

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