Senior Partner Development Manager

Who you are

• The ideal candidate combines strong business judgment with the ability to engage credibly at CxO level
• You are comfortable operating across technology domains, can quickly develop conviction on a partner's value proposition, and translate that into actionable joint GTM motions
• You think long-term, act with urgency, and thrive in ambiguity
• Bachelor's degree
• Experience developing strategies that influence leadership decisions at the organizational level
• Experience managing programs across cross functional teams, building processes and coordinating release schedules
• Experience selling enterprise software or cloud-based applications
• Experience explaining complex technical concepts to various business and technical audiences
• Experience presenting to both technical and non-technical executive audiences
• Experience interpreting data and making business recommendations
• Experience identifying, negotiating, and executing complex legal agreements
• Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply

What the job involves

• Amazon Web Services (AWS) is looking for an experienced and strategic Senior Partner Development Manager to join the EMEA ISV Team, owning and growing a portfolio of Independent Software Vendor (ISV) partnerships across EMEA
• Based in London, this role is the primary strategic advisor to a diverse set of ISVs — spanning multiple technology categories — helping them build on AWS, grow through AWS Marketplace, and drive joint customer outcomes
• The Senior PDM will own the end-to-end partner relationship, operating as a trusted advisor at the executive level
• You will define the partnership narrative, shape joint go-to-market strategies, and drive measurable business outcomes across your portfolio
• This is not an execution-only role — you will independently set direction for your partners, identify new growth opportunities, and influence both internal and external stakeholders to align on strategic priorities
• Own the partner portfolio — serve as the single-threaded leader for a portfolio of ISVs across the EMEA region, spanning multiple technology categories (e.g., Security, Data & AI, DevOps, Application Modernisation, GenAI)
• Be the strategic advisor — develop deep understanding of each partner's business, product roadmap, and growth ambitions; provide informed guidance on how to maximise their success on AWS
• Own the executive narrative — craft and deliver compelling partnership stories at VP/C-level both internally and externally; position AWS as the partner's cloud of choice through thought leadership and strategic engagement
• Drive AWS Marketplace adoption — accelerate partners' Marketplace listing, transaction, and co-sell motions; identify opportunities to simplify customer procurement and drive measurable revenue through the channel
• Develop joint go-to-market strategies — build and execute partner business plans aligned to AWS field priorities; coordinate co-sell motions with AWS account teams across EMEA
• Identify and develop new opportunities — spot whitespace across partner capabilities, emerging technology trends (GenAI, Agentic AI, SaaS modernisation), and customer demand signals; translate these into new joint value propositions
• Influence cross-functional teams — orchestrate Partner Solutions Architects, Partner Marketing, ISV Sales, and AWS field teams to deliver against partner goals
• Drive partner-level goals — own revenue targets, pipeline metrics, Marketplace transaction growth, and strategic milestones; report progress and propose corrective actions to leadership
• Build executive relationships — develop and maintain VP/CxO-level relationships at partners and within AWS; broker alignment on strategic priorities and escalations
• Raise the bar — contribute to team mechanisms, share best practices, and mentor peers; bring outside-in thinking to continuously improve how the EMEA ISV team operates